The posting
HENDERSON BROTHERS | EMPLOYEE BENEFITS
Employee Benefits Sales Consultant / Producer
Build relationships. Win complex business. Lead clients forward.
JOB TITLE
Employee Benefits Sales Consultant / Producer
DEPARTMENT
Employee Benefits
REPORTS TO
Employee Benefits Sales Leader
ROLE FOCUS
New business production and ongoing client relationship leadership
Position Description
At Henderson Brothers, we grow great sellers and trusted advisors the right way: through disciplined execution, deep expertise, teamwork, and an unwavering commitment to clients. The Employee Benefits Sales Consultant / Producer is accountable for both creating new client relationships and leading the clients they bring to the firm.
This is an entrepreneurial, market-facing role for a proven relationship builder who can originate opportunities, lead a complex consultative sale, and remain actively engaged after the sale as the senior relationship owner. The Producer brings the right Henderson Brothers experts to the table, connects business and workforce priorities to a clear benefits strategy, and ensures commitments made during the sales process are translated into a successful, durable client relationship.
Success requires equal strength as a hunter, consultant, and relationship leader. The right candidate is curious, highly accountable, competitive, commercially disciplined, and motivated by building a high-quality book of business that grows and retains over time.
What You’ll Do
Create and Grow the Market
- Achieve annual new-business revenue and pipeline goals through a disciplined, consultative sales process.
- Build and manage a focused market plan by geography, industry, employer size, renewal timing, competitive position, and buying opportunity.
- Originate opportunities through personal networks, Centers of Influence, client referrals, targeted outreach, events, thought leadership, and coordinated marketing campaigns.
- Develop durable relationships with CFOs, HR leaders, executive teams, and other decision-makers and influencers.
- Represent Henderson Brothers with professionalism, credibility, and authenticity in the marketplace.
Lead the Consultative Sales Process
- Own the full sales cycle from initial qualification through discovery, solution development, proposal, finalist presentation, negotiation, close, and implementation handoff.
- Qualify opportunities based on strategic fit, buyer motivation, decision process, timing, competitive environment, and Henderson Brothers’ client development methodology.
- Lead executive-level discovery that uncovers the employer’s business priorities, workforce challenges, financial objectives, and desired outcomes.
- Assemble and quarterback the sales-pursuit team, clearly defining roles, expectations, meeting strategy, and follow-up responsibilities.
- Partner with benefits experts to develop differentiated, financially responsible recommendations across plan strategy, funding, pharmacy, analytics, health management, compliance, communication, and vendor performance.
- Develop and deliver persuasive proposals and presentations that connect Henderson Brothers’ capabilities to the prospect’s stated needs and measurable priorities.
- Navigate objections, procurement requirements, RFPs, pricing discussions, and contract negotiations within established firm guidelines.
- Maintain accurate opportunity stages, activity, notes, contacts, next steps, and forecasts in Salesforce.
Lead the Client Relationship After the Sale
- Remain the senior relationship owner for clients sold, providing continuity from the sales process through implementation and ongoing consulting.
- Partner with the consulting team to establish the client’s strategic priorities, service expectations, decision-making cadence, and measures of success.
- Lead or actively participate in strategic planning, executive reviews, stewardship discussions, renewal strategy, and other critical client meetings.
- Ensure commitments made during the sales process are documented, communicated, and delivered by the appropriate internal team.
- Build broad relationships across the client organization and maintain executive alignment as business and workforce needs evolve.
- Identify emerging risks, service concerns, and strategic opportunities early; coordinate internal resources to resolve issues and advance the client’s objectives.
- Drive retention and account growth by demonstrating value, expanding relationships, and introducing relevant Henderson Brothers capabilities when they address a genuine client need.
- Serve as an advocate for the client internally while protecting the firm’s standards, economics, and long-term partnership.
Develop Expertise and Strengthen the Team
- Maintain current knowledge of employee benefits strategy, market dynamics, carrier and vendor solutions, funding approaches, pharmacy trends, compliance developments, and emerging employer risks.
- Translate complex benefits concepts into clear business language for executive and non-technical audiences.
- Contribute market intelligence, prospect feedback, and ideas that strengthen Henderson Brothers’ messaging, solutions, events, and growth strategies.
- Collaborate generously with Sales Associates, Producers, consultants, analysts, marketing, and subject-matter experts; coach or mentor developing sellers when appropriate.
- Participate in ongoing sales coaching, technical education, industry events, and professional development.
What Success Looks Like
- Drive for Results: Owns revenue, pipeline, retention, and relationship outcomes; maintains urgency and follows through consistently.
- Consultative Business Acumen: Understands how benefits decisions affect financial performance, talent, culture, operations, and employee experience; turns discovery into relevant strategy.
- Executive Presence and Communication: Builds credibility quickly, listens actively, reads the room, simplifies complexity, and adapts the message to the audience.
- Relationship Ownership: Earns trust across the client organization, anticipates needs, addresses difficult issues directly, and sustains engagement beyond the sale.
- Perseverance: Pursues meaningful outcomes with energy and resilience, even through long sales cycles, resistance, and setbacks.
- Network Mindset: Builds and activates a durable network of clients, prospects, Centers of Influence, and professional relationships.
- Team Leadership: Brings the right expertise together, creates clarity and accountability, and shares credit for collective wins.
- Commercial Discipline: Balances client advocacy with sound judgment about fit, scope, pricing, resources, and long-term value.
HBI Competencies
- Integrity: Conducts business with the highest ethical standards and does the right thing, especially when it is difficult.
- Heroic Service: Takes a white-glove, anticipatory approach to client service and consistently works to exceed reasonable expectations.
- Teamwork: Works toward shared goals, contributes expertise, accepts accountability, and supports the success of colleagues and clients.
- Kindness: Shows genuine consideration for others and is generous with time, talent, and willingness to help.
Experience and Qualifications
- Bachelor’s degree preferred.
- Five or more years of successful B2B sales, business development, client advisory, or relationship-management experience in a complex decision-making environment.
- Employee benefits, health insurance, insurance brokerage, consulting, financial services, or a related industry strongly preferred.
- Demonstrated success originating opportunities and influencing executive-level buyers across multi-stakeholder sales cycles.
- Experience managing or leading ongoing client relationships, including strategic planning, executive communication, issue resolution, retention, and account growth.
- Working knowledge of employer-sponsored health and welfare benefits, or the ability and commitment to develop that expertise quickly.
- Ohio Life, Accident & Health license, or ability to obtain the required license within 90 days of hire.
- Proficiency with Salesforce or another CRM and a demonstrated commitment to accurate pipeline and activity management.
- Excellent verbal, written, presentation, listening, negotiation, organizational, and time-management skills.
- Ability to work independently while effectively leading cross-functional pursuit and client teams.
- Ability to travel locally and regionally based on prospect, client, and market needs.
Work Environment
This is a market-facing role that combines time with prospects and clients, collaboration in Henderson Brothers’ Dublin, Ohio office, and remote work as appropriate. Local and regional travel may be required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the role.
Equal Employment Opportunity
Henderson Brothers supports workplace diversity and does not discriminate on the basis of race, color, religion, gender identity or expression, national origin, age, military service eligibility, veteran status, sexual orientation, marital status, physical or mental disability, or any other status protected by applicable law.
