Sales Development Representative | Benefits & Insurance | 2027

#LI-TL1 #LI-Hybrid

Position Description

The Sales Development Representative’s primary objective is to develop the necessary new business development skills for B2B outbound prospecting and build the foundation to become a successful sales consultant. The initial goal in this role is to gain acceptance and agreement from prospective businesses to set up initial meetings with our revenue-producing sales consultants who then drive the process forward. Reporting to the B&I Sales Development Manager, the role will pursue a high volume of outbound suspects who are sourced through marketing efforts and partnerships with our service line sales leaders. The role will have access to data-driven systems such as Salesforce, SalesLoft, DemandBase, LinkedIn Sales Navigator, and other productivity tools to help you succeed.

Essential Functions and Primary Duties

• Utilize effective outbound calling strategies, effective email messaging, and social selling techniques developed in collaboration with Marketing and Sales Management to secure first appointments with prospective businesses.
• Research potential customers and determine appropriate contacts to reach.
• Evaluate and qualify interest by engaging and navigating phone conversations.
• Overcome objections, engage with prospects in conversations, and gain their acceptance to connect with our sales consultants.
• Initiate sales discussions between sales consultants and decision-makers.
• Document findings in customer relationship management (CRM) software.
• Maintain accurate and up-to-date records of prospect’s interactions and sales activities in the CRM system.
• Log appropriate follow up activities to stay connected with prospective companies and maintain business relevance.
• Meet and exceed targets for scheduled meetings and conversion rates.
• Stay informed about industry trends, market conditions, value differentiators, and competition to enhance inbound and outbound prospecting efforts.

Preferred Qualifications

• A bachelor's degree in Risk Management Insurance, Sales, Business, or a related field.
• Strong drive to compete and succeed in a fast-paced sales environment.
• A desire to be coached, accept advice, seek advice, implement strategies provided, and work to improve your skills.
• Comfortable making a high volume of phone calls while maintaining quality output.
• Excellent communication skills with an ability to connect with people in a short amount of time.
• Successful experience using marketing-driven data to convert prospects from brand awareness to meeting-ready.
• Demonstrated skill in overcoming objections and driving desired outcomes.
• Proficiency in using Customer Relationship Management (CRM) systems- Salesforce experience preferred.
• Relentlessly curious mindset and a willingness to learn about Advisory Services.

Program Timeline: 

• Training: Instructional, hands-on, sales tech process, sales coaching, role-playing.
• Month 1: Sales development training, sales tech process, learning CBIZ and B&I service lines.
• Months 2-9: Business development work, ongoing sales development training, B&I service line training, sales cycle fundamentals, sales presentation fundamentals.
• Months 10-18: Transition to a B&I service line, obtain licensing, service line specific training and coaching, and service line sales process training.
• Months 19+: Continuing to work toward sales producer position.

Minimum Qualifications

• High School Diploma or GED required

• At least 1 year of sales and customer service experience

• Advanced verbal and written communication skills

• Advanced organizational and time management skills

• Advanced research skills

• High attention to detail

• Self-Motivated

• Goal Oriented

CBIZ, Inc. (NYSE: CBZ) is a leading professional services advisor to middle-market businesses nationwide. With industry knowledge and expertise in accounting, tax, advisory, benefits, insurance, and technology, CBIZ delivers actionable insights to help clients anticipate what is next and discover new ways to accelerate growth. CBIZ has more than 9,500 team members across 23 major markets coast to coast.

CBIZ strives to be our team members' employer of choice by creating an environment where team members are appreciated, recognized for their contributions, and provided with opportunities to grow, both personally and professionally, throughout their careers.

Together, CBIZ and CBIZ CPAs are ranked as one of the top providers of accounting services in the United States. CBIZ CPAs is an independent CPA firm that provides audit, review and attest services, while CBIZ provides business consulting, tax and financial services. In certain jurisdictions, CBIZ CPAs operates under its previous name, Mayer Hoffman McCann P.C.