Business Development Consultant for Workplace Services

Pay range:
USD $100,000.00 - $125,000.00 / Year

Your opportunity

The Business Development Consultant is responsible for driving new retirement plan recordkeeping and equity plan administration opportunities through proactive business development, lead qualification, territory management, consultant influence, advisor engagement, and sales support. The role partners closely with external sales executives, relationship managers, internal product owners, sales operations, consultant relations, advisors, and plan sponsors to build a robust sales pipeline and advance opportunities through the sales cycle.

Prospecting & Business Development

• Identify and develop new retirement or equity plan opportunities within assigned territories and market segments with primary responsibility in the large market retirement plan and equity space and integrated benefit offers.
• Research target companies, including plan size, incumbent provider, advisor relationships, participant count, plan demographics, and competitive positioning.
• Build and maintain a qualified pipeline of plan sponsor and consultant-led opportunities through partnership with groups such as marketing, consultant relations and Retirement Business Services.
• Generate discovery meetings and qualified opportunities for external sales executives through business relationships, proactive prospecting and industry event attendance.

• Partner with field sales representatives to execute territory growth strategies and achieve annual sales objectives.
• Coordinate and lead external prospect discovery meetings and internal opportunity kick off calls. Identify, coordinate and prepare internal resources to represent Schwab in sales demonstrations and finalist meetings, assisting external sales with opportunity strategy that meets prospect needs.
• Possess a deep understanding of current retirement industry landscape and coordinate sales campaigns accordingly.
• Coordinate proposals, RFP responses, pricing requests, and competitive analyses to position Schwab as the clear choice.
• Support provider benchmarking and RFP readiness discussions, working closely with pricing and underwriting partners to develop aggressive, targeted pricing strategies.
• Partner with implementation and operations on onboarding and transition planning to deliver a seamless, best-in-class transition to Schwab.

• Establish and maintain strong relationships with internal Consultant Relations, engaging frequently to uncover opportunities and strengthen referral flows from key advisors.
• Support Consultant Relations as needed in educating advisors and prospects on Schwab's integrated benefits solutions, participant experience, and service model differentiators.

• Review resources such as plan documents, 5500s, 10Q and 10K reports and prospect identified issues and needs to qualify opportunities. Evaluate plan assets, participant count, plan design, integrated benefit needs, advisor relationship and strategic fit to determine ability to pursue Retirement and Equity plans competitively.
• Identify opportunities to solve for non-standard requests by working internally with business partners to find effective solutions or alternatives when appropriate.
• Maintain accurate opportunity records, call notes, next steps, stakeholders, and forecast details in Salesforce.
• Coordinate internal stakeholders to advance active opportunities and resolve sales process barriers.
• Monitor metrics including meetings generated, qualified opportunities, proposal activity, pipeline value, and closed sales.

• Expertise with defined contribution plans, non-qualified deferred compensation, defined benefit plans and Equity plans.
• Possess a deep understanding on a variety of topics such as safe harbor designs, equity plan types, PEPs/MEPs, fiduciary support, participant education, managed accounts, payroll integration, financial wellness, and retirement income solutions along with understanding competitor capabilities and Schwab's differentiators in these areas.
• Remain current on ERISA, SECURE Act provisions, plan sponsor trends, consultant preferences, competitive recordkeeping offerings, and marketplace developments.
• Serve as a knowledgeable resource for prospects and internal partners on retirement plan products, services, and conversion considerations.

• Identify opportunities to expand relationships through integrated benefit solutions such as stock plan services, brokerage services, financial wellness, and executive financial planning.
• Support enterprise-wide efforts to increase client wallet share and deepen strategic relationships.

• Bachelor's degree
• 2-7 years of retirement plan, financial services, benefits, payroll, wealth management, or institutional sales experience, stock plan services, equity compensation, financial services, institutional sales, wealth management, employee benefits, or corporate HR solutions.
• Proven outbound prospecting and business development experience.
• Strong verbal and written communication skills.
• CRM proficiency, preferably Salesforce.

• Retirement industry and stock plan administration or equity compensation experience
• Proven track record working with advisors, consultants, TPAs, or recordkeepers.
• Familiarity with public company equity programs, pre-IPO companies, executive compensation, SEC reporting, tax withholding, and global plan administration.
• ASPPA, NAPA, CEBS, CRPS, AIF, CEP, CFP or similar designation.
• Knowledge of ERISA, fiduciary frameworks, benchmarking, and provider conversion processes.

• 401(k) with company match and Employee stock purchase plan
• Paid time for vacation, volunteering, and 28-day sabbatical after every 5 years of service for eligible positions
• Paid parental leave and family building benefits
• Tuition reimbursement
• Health, dental, and vision insurance