Business Development Director - Voluntary Benefits

Location: Maryland (Hybrid Remote + Travel to Owings Mills, MD Office)

Compensation(Base Salary + Bonus): $120,000-$130,000 + full benefits

Company Overview

One of the largest independently owned insurance brokerage organizations in the country, providing a full range of employee benefits, compliance, and HR consulting services, along with retirement solutions for both the private and public sectors. The business was formed in 2008 and today serves over three million participants nationally in the K-12, Corporate and Government markets.

Job Description

The Business Development Director is responsible for driving business growth by nurturing existing and cultivating new labor union relationships for the Broker Solutions Segment and expanding the adoption of employee benefits consulting, enrollment, and third-party administration capabilities among prospective employers throughout the Mid-Atlantic region. The role leverages a consultative sales approach to identify and secure new B2B opportunities, primarily through union, broker, consultant, and employer relationships in MD, VA, DE, PA, WV, and the District of Columbia. The ideal candidate brings a well-established network within the voluntary and ancillary benefits market, combined with a hunter mentality and strategic mindset to generate leads, build lasting relationships, and position the organization as a leading provider of ancillary/voluntary products and tailored benefit solutions. This is a hybrid position; the ideal candidate must be able to travel to the office located in Owings Mills, Maryland.

Responsibilities

• Develop, nurture and grow relationships with labor union leadership.
• Develop and execute a strategic sales plan to promote consulting, enrollment, and TPA services to prospective employer clients.
• Build and maintain strong relationships with brokers, consultants, and key HR decision-makers within target employer organizations.
• Identify and pursue new business opportunities through networking, referrals, and market research.
• Mine existing broker and employer relationships to uncover new business prospects and expand market reach.
• Conduct consultative sales meetings to understand client needs and present tailored solutions.
• Collaborate with internal teams to ensure seamless onboarding and client satisfaction.
• Represent the organization at industry events, conferences, and networking functions to enhance brand visibility.
• Maintain accurate records of sales activities, pipeline development, and client interactions using CRM tools.
• Provide market feedback and insights to inform product development and marketing strategies.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field; industry certifications a plus.
• Minimum of 10 years of experience in business development or sales within the employee benefits, insurance, or healthcare industry; experience working with labor unions preferred.
• Proven track record of success in B2B sales, particularly in the voluntary/ancillary benefits space.
• Established network of labor unions, brokers, consultants, and employer contacts in the Mid-Atlantic region.