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

Position Overview

We are one of the largest independently owned insurance brokerage organizations in the country, providing employee benefits, compliance, HR consulting, and retirement solutions to over three million participants across the K-12, corporate, and government markets. We are seeking a Business Development Director to support growth across the Mid-Atlantic region. This role focuses on:

• Expanding and strengthening labor union relationships to broaden adoption of benefit solutions
• Driving market penetration for employee benefits consulting, enrollment, and third-party administration services
• Positioning the organization as a preferred partner for unions, brokers, consultants, and employer groups in MD, VA, DE, PA, WV, and Washington, DC
• Leveraging established networks in the voluntary and ancillary benefits market to accelerate territory development
• Developing long-term relationship strategy through a consultative, trust-based approach
• Operating in a hybrid capacity, including periodic travel to the Owings Mills, Maryland office

Responsibilities

In this role, you will:

• Develop, nurture, and grow relationships with labor union leadership
• Develop and execute strategic sales plans 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 groups
• 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 strong client satisfaction
• Represent the organization at industry events, conferences, and networking functions to enhance brand visibility
• Maintain accurate CRM records of sales activities, pipeline development, and client interactions
• Provide market feedback and insights to support product development and marketing strategy

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.