National Director of Business Development

Purpose

The National Director of US Business Development collaborates with senior leadership and the service line practice leads to drive revenue growth through new commercial opportunities. In this role, the National Director leads the Business Development team to identify and secure strategic partnerships and vendor agreements, while continuing to build brand recognition and generate revenue streams for Halliwell. Additionally, the National Director cultivates client relationships and supports regional leaders in optimizing operating performance by cross-selling expertise and diversifying the portfolio to expand market share.

Key Accountabilities

Business Development & Revenue Growth

• Drive New Business: Identify, target, and secure new vendor management agreements, Master Service Agreements (MSAs), and key business opportunities across target sectors.
• Relationship Management: Cultivate and expand strategic, long-term relationships with insurance carriers, independent adjusting firms, law firms, and corporate decision-makers.
• Sales Execution: Manage end-to-end inside and outside sales activities, including proactive lead generation, direct outreach, high-impact client meetings, and social media engagement.
• Goal Achievement: Consistently meet or exceed quantitative performance metrics for overall account growth, revenue generation, and pipeline expansion.

Strategic Client Engagement & Service Excellence

• Technical Integration: Collaborate closely with internal technical experts and leadership to position specialized expertise and solutions directly to key decision-makers.
• Catastrophe (CAT) & Strategic Planning: Develop and execute proactive strategy for CAT planning, client retention, and elevated service delivery.
• Account Intelligence: Maintain a deep understanding of assigned key accounts, working alongside area, regional, and national growth leadership to capitalize on account-level opportunities.
• Internal Client Advocacy: Act as a central liaison between clients and internal teams to ensure seamless service delivery, rapid problem resolution, and high overall client satisfaction.

Industry Visibility & Marketing Strategy

• Event & Association Leadership: Plan, execute, and participate in industry trade conferences, educational seminars, and networking events to maximize brand exposure.
• Budget & Strategy Alignment: Partner with executive leadership to establish association involvement strategies, allocate event budgets, and optimize ROI on industry sponsorships.

Operations, Expertise & Collaboration

• Technical Proficiency: Develop and maintain a thorough mastery of firm services, industry terminology, and evolving market trends.
• Reporting & CRM Hygiene: Maintain accurate, timely records of all sales activities, client interactions, and pipeline progress within the CRM to support national reporting and strategic decision-making.
• Culture & Teamwork: Promote a collaborative, team-oriented internal culture focused on shared client success and cross-functional alignment.

Experience and Qualifications

• Education: Bachelor’s degree in Business, Marketing, Communications, Risk Management, or a related field (or equivalent professional experience).
• Track Record: 10+ years of demonstrated success in consultative B2B sales or business development, specifically selling technical, professional, or expert consulting services.
• Industry Expertise: Strong working knowledge of the insurance ecosystem (carriers, independent adjusters, third-party administrators) and/or legal industry networks.
• Systems Proficiency: Demonstrated experience leveraging CRM platforms (e.g., Salesforce, HubSpot) to track sales pipelines, log key interactions, and analyze growth metrics.
• Mobility & Networking: Willingness and ability to travel regionally/nationally to attend industry conferences, client dinners, trade association meetings, and networking functions (approximately 50% travel required).

CORE SKILLS & COMPETENCIES

• Executive Communication & Influence: Superior verbal, written, and presentation skills, with a proven ability to pitch complex services to senior decision-makers and C-suite executives.
• Strategic Relationship Building: Exceptional interpersonal skills with a natural talent for establishing trust, cultivating long-term client loyalty, and opening doors with new accounts.
• Technical & Commercial Acumen: Fast learner capable of grasping technical services, industry-specific terminology, and client pain points to position tailored solutions effectively.
• Cross-Functional Collaboration: Strong internal relationship builder who can work seamlessly alongside technical experts, regional leadership, and executive managers.
• Self-Drive & Pipeline Management: Highly organized and self-motivated, with excellent time-management skills to manage high-volume sales activities across multiple accounts simultaneously.
• Digital & Software Literacy: Proficient in Microsoft Office Suite (Word, PowerPoint, Excel) and modern digital sales tools (e.g., LinkedIn Sales Navigator, virtual meeting platforms).