Business Development Representative - Captive Management

Business Development Representative

GPW & Associates, a Beyond Risk affiliate company, is seeking a motivated, results-driven Business Development Representative to help expand the sales pipeline and create new client relationships. The BDR will generate qualified opportunities through proactive outbound outreach to organizations and professionals that may benefit from GPW's captive insurance capabilities. In addition, this person will assist the BD Directors in analyzing insurance policies and other relevant information to assess the viability of different captive insurance solutions for potential clients.

This role is well suited to a persistent and curious sales professional who has at least two years of outbound sales and P&C insurance experience. The ideal candidate will communicate confidently with decision makers, and enjoy opening doors in a consultative, relationship-focused environment.

• Generate new broker and advisor relationships through cold calling, targeted email, Linked In outreach, networking, referrals, and other outbound channels
• Research target organizations, industries, and decision makers to create thoughtful prospecting strategies
• Engage executives, financial leaders, risk managers, agency principals, brokers, and business owners
• Conduct initial discovery and qualify prospective lead sources and clients based on business needs, timing, eligibility, and level of interest
• Leverage AI tools such as Claude and Copilot to research prospects, draft outreach, and increase productivity
• Partner with the Business Development Directors to review client information and evaluate the viability of a captive insurance solution, using AI tools to support that analysis
• Schedule high-quality discovery meetings for sales leaders and GPW subject matter experts – follow up on those meetings to ensure deal velocity is maintained
• Communicate GPW's value proposition clearly while developing foundational knowledge of captive insurance, F&I reinsurance, actuarial, and risk management services
• Maintain complete and accurate prospect, activity, and opportunity records in Salesforce
• Partner with sales and marketing to execute campaigns, refine messaging, and improve outreach results
• Meet or exceed established activity, meeting, and qualified-opportunity goals
• Represent GPW professionally at relevant conferences, trade shows, and networking events as needed

• Experience in P&C insurance account management, risk management, financial services, consulting, or another professional-services environment
• Minimum of 2 years of outbound sales, business development, lead generation, or appointment-setting experience
• Comfort using AI tools such as Claude and Copilot
• Demonstrated success creating new opportunities through proactive prospecting
• Comfort initiating conversations with senior-level business decision-makers
• Strong written, verbal, listening, and relationship-building skills
• Ability to ask effective discovery questions and translate complex services into clear business value
• Experience using a CRM platform such as Salesforce, Hub Spot, or a similar system
• Self-motivated, organized, resilient, and comfortable working toward measurable goals
• Exposure to captive insurance, self-insurance, reinsurance, or alternative risk solutions (preferred)
• Experience selling to executives, finance leaders, insurance professionals, or other sophisticated buyers (preferred)

• Builds a consistent pipeline of qualified prospect meetings and sales opportunities
• Balances high outbound activity with relevant, personalized outreach
• Develops credibility with prospective clients and becomes a trusted first point of contact
• Maintains disciplined CRM documentation and dependable follow-through
• Continuously improves messaging and prospecting strategies based on results and feedback

At GPW, we are the best of the best, and we expect the same from those who join us. Our culture is built on merit, results, and continuous improvement. If you're ready to do meaningful work, be recognized for your performance, and develop alongside high-caliber colleagues, we want to hear from you.

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