Sales Leader - New Business & Producer Development

Sales Leader – New Business & Producer DevelopmentLocation: Madison, WIReports To: VP Risk ManagementAbout the RoleCottingham & Butler is seeking a senior, client‑facing Sales Leader to play a pivotal role in driving new business growth and elevating producer performance in our Madison office. This is not a traditional producer role. Instead, you will operate as a strategic deal leader and coach, partnering with producers on complex opportunities, shaping sales strategy, and helping win high‑value accounts. At the same time, you will actively develop emerging producers, accelerating their growth and improving overall team performance. If you thrive in high‑stakes sales environments, enjoy influencing outcomes without sole ownership of a book, and want to have a measurable impact on both revenue and people development, this role offers a unique opportunity.What You’ll Do1. Drive New Business WinsPartner with producers on qualified opportunities to shape strategy, messaging, and positioningLead and participate in key prospect meetings, including discovery and proposal presentationsElevate the quality and effectiveness of the consultative sales process and deliverablesImprove close ratios and win rates on complex, high‑value accounts2. Lead Complex Sales StrategyAct as a senior advisor on large or sophisticated opportunities across industriesGuide risk analysis, program design, and overall solution strategyCollaborate with marketing and service teams to develop competitive, differentiated proposals3. Develop and Coach ProducersMentor early‑ and mid‑career producers throughout the sales lifecycleProvide real‑time coaching before and after prospect meetingsRefine prospecting strategies, meeting structure, and consultative selling skillsPlay a key role in accelerating producer ramp‑up and long‑term success4. Expand Team CapacityAct as an extension of the Wisconsin leadership team in client‑facing situationsEnable parallel pursuit of new business opportunities across the regionIncrease overall responsiveness and effectiveness of the sales organizationWhat Success Looks LikeImproved close ratios on qualified new business opportunitiesStronger, more consistent execution of the consultative sales processFaster development and increased confidence of emerging producersIncreased team capacity to pursue and win complex accountsWhat You Bring7–12+ years of experience in commercial insurance, risk management, or a related advisory roleProven success in complex, consultative sales environmentsExperience influencing or leading high‑stakes new business opportunitiesBackground as a Producer, Account Executive, Marketer, or similar client‑facing roleStrong ability to coach, influence, and develop othersDeep understanding of insurance program design and risk management strategiesKey AttributesExecutive presence with strong communication skills in client settingsStrategic thinker with the ability to shape and win complex dealsCollaborative, team‑first approach to salesHighly organized and adaptable in a fast‑paced environmentPassion for developing talent while staying closely engaged in client workAbout Cottingham & Butler:At Cottingham & Butler, we sell a promise to help our clients through life’s toughest moments. To deliver on that promise, we aim to hire, train, and grow the best professionals in the industry. We look for people with an insatiable desire to succeed, are committed to growing, and thrive on challenges. Our culture is guided by the theme of “better every day” constantly pushing ourselves to be better than yesterday – that’s who we are and what we believe in.As an organization, we are tremendously optimistic about the future and have incredibly high expectations for our people and our performance. Our ability to grow as a company, fuels investments in new resources to better serve our clients and provide the amazing career opportunities our employees want and deserve. This is why we are a growth company and why we are committed to being better every day. Want to learn more? Follow us on | LinkedIn | Facebook