Business Development Specialist

H&S Companies, CPAs & Business Advisors; Grand Rapids (MI); On-site; USD 65,000 - 95,000; Full time

Job summary

H&S Companies is seeking a Business Development Specialist for HS&C Wealth Management to manage two end-to-end pipelines: attracting new prospects and recruiting financial advisors. This role reports to the Director of Sales & Marketing and aims to grow our integrated advisory services.

The successful candidate will qualify inbound leads, conduct discovery calls, oversee onboarding, and drive campaigns to convert tax clients to advisory relationships.

Qualifications

• 2+ years in sales, business development, recruiting, or a phone-intensive client role; financial services or professional services a plus.

Responsibilities

• Qualify and route inbound leads to the right Tax Specialist and Financial Advisor.
• Run discovery conversations for Family Wealth and Advisory Services; coordinate first meeting.
• Own tax-client onboarding from engagement letters to document collection.
• Lead annual campaign to convert tax clients into advisory relationships; surveys and sequences.
• Make 50+ advisor touches weekly via LinkedIn, referrals, and lists.
• Build and refine recruiting scripts; prep the Director with background briefs.
• Maintain Salesforce and Karbon accuracy.

Skills

Sales

Business development

Recruiting

Phone outreach

CRM (Salesforce)

Excel

Tools

Salesforce

Karbon

Excel

Job description

We're an integrated professional services firm built on the belief that meaningful impact is possible — with our clients, our team, and our communities. Guided by a fully aligned leadership team, we build that reality 90 days at a time.

Our approach lets our people cultivate deeper client relationships and spread work more evenly across the year. We believe delivering more value to clients is what lets our team receive more in return through competitive compensation, real work/life harmony, strong benefits and administrative support, and development at a personally preferred pace. Work should harmonize with life, not compete with it: you can build around personal priorities, be present for the people who matter, and use your PTO without dreading the surge before or after.

We spend most of our waking hours at work, so that time should matter alongside clients and teammates we genuinely enjoy.

The position

H&S Companies is hiring a Business Development Specialist for HS&C Wealth Management, reporting to the Director of Sales & Marketing. This is a two-pipeline seat: introduce prospects and existing tax clients to our integrated advice model, and recruit the financial advisors who help us serve more of them. The playbook exists — built and proven by one of our own — and you will own both pipelines end to end. This role is built to grow outward into the public face of our growth.

Your role

Your responsibilities build in stages, starting with the two pipelines that run day to day and growing into the outward-facing work that pulls new prospects to us:

Client and advisor pipelines:

• Qualify and route every inbound lead — phone, website, referral — to the right Tax Specialist and Financial Advisor.
• Run discovery conversations for the Family Wealth and Advisory Services program and coordinate the first complimentary meeting.
• Own tax-client onboarding start to finish: engagement letters, SafeSend document collection, Karbon setup and routing.
• Lead the annual campaign that converts existing tax clients into advisory relationships — surveys, call and email sequences, pipeline through to scheduled consultations.
• Make 50+ advisor touches a week across LinkedIn, referrals, and Director-supplied lists, with a goal of booked introductory meetings.
• Build and refine recruiting scripts and sequences, distinct from client-facing messaging, and prep the Director with a background brief before every advisor meeting.
• Keep Salesforce and Karbon accurate. Always.

Grow the reach once the pipeline is proven:

• Help design and run sales and marketing campaigns with the Director.
• Deliver weekly pipeline and recruiting reports and quarterly business development performance reports, accurate and on time.
• Test new sourcing channels and bring ideas forward. Don't wait for direction.
• Take the practice external: digital marketing, a real social media presence, video and reels that pull new prospects in.
• Partner with Marketing and our digital marketing partner on lead generation and ad spend.

Preferred qualifications

• 2+ years in sales, business development, recruiting, or a phone-intensive client role; financial services or professional services a plus.
• Comfortable on the phone all day, handling objections with confidence and warmth.
• Runs a full pipeline independently and prioritizes without someone checking in.
• Proposes new approaches instead of just executing a fixed script — you shape the playbook, not just run it.
• CRM fluent; Salesforce a plus. Quick to learn new systems and comfortable in Excel.
• Clear, warm, and professional on the phone and in writing — you represent us to future clients and future advisors.
• Required: Share our core values of caring, authentic, client obsessed, positive attitude, self-motivated, and continuous learning.