Business Development Representative

Business Development Representative:
Disability Insurance

The Bulfinch Group – Needham, MA

The Bulfinch Group is an industry leader in the sale of individual disability insurance products for individuals and small businesses as an agency of The Guardian Life Insurance Company of America. The Bulfinch Group is currently seeking a Business Development Representative:
Disability Insurance to join our office in Needham, to act as a Subject Matter Expert for these products. The Business Development Representative:
Disability Insurance is responsible for the growth and development of the disability insurance (DI) profit center within The Bulfinch Group. This objective will be accomplished through supporting and driving the DI sales of independent brokers as well as from The Bulfinch Group’s Representatives.

A successful candidate will provide brokers and advisors the knowledge and support they need to write business. They will help to build a reputation for expertise in marketing and selling individual DI, provide proactive sales and case design support, and deliver insight on industry trends and competition. The Business Development Representative:
Disability Insurance will also develop effective relationships with various home office teams to support brokers and advisors at The Bulfinch Group in their sales endeavors and help them to build a profitable book of business.

• Schedule and make sales calls on a daily basis with new and existing brokers to strengthen relationships and identify selling opportunities. Proactive broker solicitation and development will initially involve 80% of the DIS’s efforts.
• Work with the General Agents and Regional Wholesalers to develop and execute an appropriate business plan to maximize sales and meet firm production goals.
• Create firm visibility and sales opportunities through proactive marketing efforts.
• Utilize an effective contact management system to create and maintain broker profile levels (segmentation), and track business development activities.
• Achieve specific predetermined monthly, quarterly, and annual activity and sales goals.
• Identify and convert marginal brokers and advisors with potential into top producers.
• Conduct sales promotion and training meetings for brokers and advisors.
• Create and maintain a recruiting referral list of potential new firm advisors.

A successful Business Development Representative:
Disability Insurance is a highly motivated, results-oriented entrepreneur with a strong work ethic and competitive drive to succeed. The DIS must possess:

• Proven sales and relationship‑building skills; 2‑5+ years related experience a plus
• The ability to work independently and creatively in a challenging environment
• Demonstrated oral and written communication skills
• A strong focus on personal customer service
• Ability to pay attention to detail and multi‑task
• Strong sense of discipline and self‑organization
• Demonstrated organizational or leadership success in a social or professional organization

• Actively hold appropriate state insurance licensing preferred; candidates without these licenses could potentially obtain this licensure before starting in the role
• Have the Entrepreneurial Spirit: Self‑motivated individual with a dynamic, confident personality, a strong work ethic, and looking for career growth and development – seeking the privilege of autonomy along with the benefits of joining a dynamic organization
• Have a Track Record of Success: Demonstrated history of taking on challenging work in their careers, communities, schools, sports, etc. Candidates who are driven and are constantly going the extra mile.
• Seek Meaningful Work: Reputable, trustworthy, ethical and has a strong desire to help others achieve their financial goals
• Are Strong Connectors: Looking to expand their current network by cultivating and enhancing long‑term relationships; they are not afraid to spark up a conversation and ask for introductions

This role relies heavily on variable compensation, and a candidate can reasonably expect to earn somewhere between $50K‑$100K in their first year of business.