Sales Leader - New Business & Producer Development

Cottingham & Butler; Madison (WI); On-site; USD 100,000 - 140,000; Full time

Job summary

Cottingham & Butler is hiring a Sales Leader for their Madison, WI office. This role is focused on driving new business and developing producer skills. The candidate should have 7-12+ years in commercial insurance and a background in consultative sales. Responsibilities include shaping sales strategies, mentoring emerging producers, and increasing overall team capacity. The position combines high-level sales leadership with a commitment to talent development, making an impact on both revenue and team performance.

Qualifications

• 7–12+ years of experience in commercial insurance, risk management, or a related advisory role.
• Proven success in complex, consultative sales environments.
• Strong ability to coach, influence, and develop others.

Responsibilities

• Drive new business wins by partnering with producers on qualified opportunities.
• Lead complex sales strategy as a senior advisor on large opportunities.
• Develop and coach producers throughout the sales lifecycle.
• Expand team capacity in client-facing situations.

Skills

Commercial insurance experience

Consultative sales success

Coaching and influencing others

Insurance program design

Risk management strategies

Job description

Sales Leader – New Business & Producer Development

Location: Madison, WI

Reports to: VP Risk Management

About the Role

Cottingham & 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 Do

1. Drive New Business Wins
   • Partner with producers on qualified opportunities to shape strategy, messaging, and positioning
   • Lead and participate in key prospect meetings, including discovery and proposal presentations
   • Elevate the quality and effectiveness of the consultative sales process and deliverables
   • Improve close ratios and win rates on complex, high‑value accounts
2. Lead Complex Sales Strategy
   • Act as a senior advisor on large or sophisticated opportunities across industries
   • Guide risk analysis, program design, and overall solution strategy
   • Collaborate with marketing and service teams to develop competitive, differentiated proposals
3. Develop and Coach Producers
   • Mentor early‑ and mid‑career producers throughout the sales lifecycle
   • Provide real‑time coaching before and after prospect meetings
   • Refine prospecting strategies, meeting structure, and consultative selling skills
   • Play a key role in accelerating producer ramp‑up and long‑term success
4. Expand Team Capacity
   • Act as an extension of the Wisconsin leadership team in client‑facing situations
   • Enable parallel pursuit of new business opportunities across the region
   • Increase overall responsiveness and effectiveness of the sales organization

What Success Looks Like

• Improved close ratios on qualified new business opportunities
• Stronger, more consistent execution of the consultative sales process
• Faster development and increased confidence of emerging producers
• Increased team capacity to pursue and win complex accounts

What You Bring

• 7–12+ years of experience in commercial insurance, risk management, or a related advisory role
• Proven success in complex, consultative sales environments
• Experience influencing or leading high‑stakes new business opportunities
• Background as a Producer, Account Executive, Marketer, or similar client‑facing role
• Strong ability to coach, influence, and develop others
• Deep understanding of insurance program design and risk management strategies

Key Attributes

• Executive presence with strong communication skills in client settings
• Strategic thinker with the ability to shape and win complex deals
• Collaborative, team‑first approach to sales
• Highly organized and adaptable in a fast‑paced environment
• Passion for developing talent while staying closely engaged in client work