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Business Development Coordinator

5 hours ago

Worcester, Massachusetts, United States Deland, Gibson Insurance Associates Full time

Location: Wellesley or Worcester, MA (Hybrid)
The
Business Development Coordinator
(BDC) is a frontline growth role that supports the Risk Advisor (Producer) team across Commercial Insurance, Personal Insurance, and Employee Benefits by driving pipeline activity, improving sales execution, and ensuring discipline throughout the sales process. This role is responsible for prospect research, lead qualification, sales coordination, and CRM integrity, with a strong emphasis on consistency, follow-through, and conversion.

The BDC acts as a force multiplier for Producers—freeing them to focus on high-value selling activities while ensuring opportunities move efficiently through the pipeline using Deland, Gibson's GRIP (Gibson Risk Improvement Planning) sales process.

This position is ideal for someone early in their commercial insurance career who is competitive, organized, data-driven, and motivated to grow into a producer or senior business development role over time.

Sales & Pipeline Support

  • Own day-to-day management of the sales pipeline in Applied Epic, ensuring accuracy, timeliness, and complete documentation
  • Qualify inbound and outbound opportunities based on agency ICPs and minimum account standards
  • Support Producers with pre-meeting preparation, follow-up coordination, and next-step execution
  • Track opportunity stages, probability, and expected revenue to support forecasting and reporting

Prospecting & Growth Enablement

  • Conduct prospect research and targeted outreach to support Producer growth goals
  • Assist in identifying and advancing new business opportunities across Commercial Insurance, Personal Insurance, and Employee Benefits
  • Identify and flag cross-sell and rounding opportunities within new and existing accounts
  • Support COI (Centers of Influence) initiatives through research, coordination, and follow-up

Sales Process Excellence (GRIP)

  • Act as an internal champion of the GRIP sales process
  • Ensure GRIP discovery, documentation, and deliverables are completed consistently
  • Help reinforce sales discipline, timelines, and accountability across opportunities

Reporting & Analytics

  • Produce regular pipeline, activity, and conversion reports for Sales Leadership
  • Analyze prospecting and sales activity to identify trends, gaps, and improvement opportunities
  • Maintain clean data standards within Applied Epic and related sales tools

Sales & Marketing Coordination

  • Assist with Producer presentations, proposals, and meeting logistics
  • Coordinate internal handoffs between Sales, Marketing, Account Management, and Service teams
  • Support targeted sales and marketing campaigns as needed

Sales Enablement & Technology Utilization

  • Leverage agency-approved sales enablement and client-facing technologies to enhance the sales process and client experience
  • Support Producers in the effective use of platforms such as MyDG, Indio, Mineral HR, and other third-party tools to drive engagement, data collection, and consultative value
  • Ensure sales enablement tools are integrated into the GRIP process and consistently utilized throughout the sales lifecycle
  • Assist with training reinforcement, adoption tracking, and best-practice usage of sales technology across the sales team

Brand & Marketing Alignment

  • Work in close partnership with the Brand Coordinator to ensure consistent brand standards, messaging, and presentation across all sales materials and client-facing communications
  • Coordinate with Marketing and Brand teams as needed for proposals, presentations, campaigns, and sales initiatives
  • Ensure sales materials align with agency brand guidelines while supporting the consultative sales process
  • Act as a liaison between Sales and Marketing to support timely execution without owning social media, community involvement, or standalone marketing programs

QUALIFICATIONS:

  • 1–3 years of experience in business development, sales support, or a client-facing role
  • Interest in commercial insurance sales and risk advisory services
  • Familiarity with P&C insurance products and regulations preferred
  • Experience with CRM or AMS platforms; Applied Epic strongly preferred
  • Proficiency in Microsoft Office (Outlook, Excel, PowerPoint)
  • Massachusetts P&C License or willingness to obtain within a defined timeframe
  • Bachelor's degree in Business, Marketing, Communications, or related field

CORE COMPETENCIES:

  • Highly organized with strong attention to detail
  • Strong written and verbal communication skills
  • Comfortable working with data, metrics, and sales reporting
  • Self-starter with the ability to manage multiple priorities in a fast-paced environment
  • Professional presence and ability to work effectively across all levels of the organization
  • Coachable, curious, and motivated by growth and performance

SUPERVISORY RESPONSIBILITY:
This position does not have any supervisory responsibilities.

WORK ENVIRONMENT:
This position operates in a professional office environment. This role routinely uses standard office equipment such as computers, tablets, phones, multi-function printers, and fax machines
.
PHYSICAL DEMANDS:
While performing the duties of this job, the employee is regularly required to talk and/or listen; frequently stand; walk; sit for extended periods of time; frequently use hands/fingers to handle/feel when operating a computer and other office equipment; reach with hands and arms
.
CAREER PATH:
This role is designed as a development position with a clear pathway into Producer, Senior Business Development, or Sales Leadership roles based on performance, licensing, and demonstrated sales competency.