---
title: 'Sales Leader - New Business & Producer Development at Cottingham & Butler'
canonical: 'https://feeny.ai/job/sales-leader-new-business-producer-development-cottingham-butler-madison-15vnxy8m1m2c'
type: 'job'
last_seen: '2026-09-16'
---

# Sales Leader - New Business & Producer Development at Cottingham & Butler

- **Company:** Cottingham & Butler
- **Location:** Madison Wisconsin, United States
- **Posted:** 2026-04-23
- **Last confirmed live:** 2026-09-16
- **Apply:** https://boards.greenhouse.io/cottinghambutlerinsuranceservicesinc/jobs/5198078008?gh_jid=5198078008

## 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

1. 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

1. 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

1. 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

About 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 [www.CottinghamButler.com](http://www.cottinghambutler.com/) | [LinkedIn](https://www.linkedin.com/company/cottingham-&-butler/) | [Facebook](http://www.facebook.com/cottinghambutler)

## About Cottingham & Butler

## Company Overview
- **One-liner**: Cottingham & Butler is a privately-held national insurance broker providing risk management, property & casualty, and employee benefits insurance and consulting services.
- **Entity Type**: Private (privately held, bootstrapped – no external funding rounds reported)
- **Headquarters**: Dubuque, Iowa, United States
- **Founded**: 1887
- **Founders**: Not publicly named (family-led; current leadership includes David Becker – CEO, Andrew Butler – Executive Chairperson, John E. Butler – Chairperson, Mike Hessling – President)

## Core Business
- **Primary industry**: Insurance brokerage and risk management
- **Target customers**: B2B – mid-market to large enterprises across various industries
- **Mission**: “To partner with our clients, to protect their most valuable assets, and to build an exceptional company of passionate insurance professionals.” [cottinghambutler.com](https://www.cottinghambutler.com/about/leadership)

## Products & Services
- **Property & Casualty Insurance**: Coverage for commercial property, liability, workers’ compensation, and more.
- **Employee Benefits Solutions**: Health, dental, vision, life, disability, and voluntary benefits consulting.
- **Captives & Programs**: Alternative risk financing and captive management for sophisticated clients.
- **Claims Management**: Full-service claims administration and advocacy.
- **Safety Management Services**: Risk control, loss prevention, and safety consulting.

## Market Standing
- **Valuation/Market Cap**: Not disclosed (privately held)
- **Key Metric**: Annual revenue of approximately **$779.8M** (LinkedIn estimate) [linkedin.com](https://www.linkedin.com/company/cottingham-&-butler)
- **Notable Investors/Partners**: Privately held; no external investors disclosed. Key partners include New Horizon Academy (on-site childcare provider).
- **Growth Signals**: 
  - 3rd largest privately and independently held insurance broker in the U.S. [cottinghambutler.com](https://www.cottinghambutler.com/about/leadership)
  - Over 1,300 employees (company states) [cottinghambutler.com](https://www.cottinghambutler.com/about/leadership); LinkedIn reports ~715 employees with +6.9% YoY growth [linkedin.com](https://www.linkedin.com/company/cottingham-&-butler)
  - Active job postings increased +36.9% quarterly and +43.8% yearly [linkedin.com](https://www.linkedin.com/company/cottingham-&-butler)
  - National presence with offices across the U.S. and in Canada.

## Competitive Advantages
- **Scale & Independence**: As the 3rd largest privately held broker in the U.S., they combine national resources with independent ownership, enabling long-term client focus without shareholder pressure.
- **Longevity & Trust**: Operating since 1887 – 135+ years of stability and client relationships.
- **Culture of Continuous Improvement**: “Better Every Day” mantra drives innovation and service excellence.
- **Integrated Services**: Full suite from insurance placement to claims and safety, offering a seamless client experience.

## Strategic Focus
- **National Expansion**: Growing geographic footprint and service capabilities to reach more clients.
- **Talent Development**: Heavy investment in employee growth, with a scholarship program that has awarded over $1M to students and strong internal promotion paths.
- **Innovation in Risk Management**: Developing new captive and program structures to meet evolving client needs.

## Why Work Here
- **Culture**: Emphasizes “Better Every Day” – a commitment to personal and professional growth, integrity, transparency, and respect. [cottinghambutler.com](https://www.cottinghambutler.com/ourculture-people)
- **Benefits**: Comprehensive medical, dental, vision, prescription, free telehealth, paid disability, brain health resources, 401K with profit sharing, tax-advantaged accounts, dependent scholarship program. [cottinghambutler.com](https://www.cottinghambutler.com/careers-culture)
- **Family Support**: On-site childcare center at Dubuque headquarters with preferred rates for employees (powered by New Horizon Academy). [cottinghambutler.com](https://www.cottinghambutler.com/careers-culture)
- **Work Environment**: Headquarters in Dubuque, Iowa, with onsite dining and fitness; hybrid/remote options not explicitly stated but likely role-dependent. Offers both sales and corporate/service career tracks.
- **Growth Opportunities**: Strong internal mobility, mentorship for new grads, and a track record of promoting from within.

## Sources
1. [cottinghambutler.com](https://www.cottinghambutler.com/) – Company homepage, services, mission
2. [cottinghambutler.com/careers-culture](https://www.cottinghambutler.com/careers-culture) – Careers page with benefits and culture details
3. [cottinghambutler.com/about/leadership](https://www.cottinghambutler.com/about/leadership) – Leadership, history, and company facts
4. [cottinghambutler.com/ourculture-people](https://www.cottinghambutler.com/ourculture-people) – Culture and values page
5. [linkedin.com](https://www.linkedin.com/company/cottingham-&-butler) – LinkedIn company profile with employee count, revenue, and growth trends

## Other roles at Cottingham & Butler

- [General Liability Claims Adjuster (Construction Defect)](https://feeny.ai/job/general-liability-claims-adjuster-construction-defect-cottingham-butler-remote-b0cf9ssx9s3q)
- [Contractor Service Coordinator](https://feeny.ai/job/contractor-service-coordinator-cottingham-butler-dubuque-iowa-d9bbk9pa3tn4) — Dubuque Iowa, United States
- [Member Services Advocate](https://feeny.ai/job/member-services-advocate-cottingham-butler-iowa-sm31bqvjzz3f) — Iowa
- [Member Services Advocate](https://feeny.ai/job/member-services-advocate-cottingham-butler-madison-wisconsin-b49bdmzhb32t) — Madison Wisconsin, United States
- [2027 Summer Sales Internship](https://feeny.ai/job/2027-summer-sales-internship-cottingham-butler-dubuque-iowa-arzyhjks9thq) — Dubuque Iowa, United States
- [2027 Summer Claims Adjuster Internship](https://feeny.ai/job/2027-summer-claims-adjuster-internship-cottingham-butler-dubuque-iowa-byg3k80jx4cd) — Dubuque Iowa, United States
- [Member Services Advocate](https://feeny.ai/job/member-services-advocate-cottingham-butler-iowa-city-iowa-8s59pjy5mxpz) — Iowa City Iowa, United States
- [Condition Management CNA](https://feeny.ai/job/condition-management-cna-cottingham-butler-dubuque-iowa-sh5dc4tz27dj) — Dubuque Iowa, United States
- [Condition Management Account Coordinator](https://feeny.ai/job/condition-management-account-coordinator-cottingham-butler-iowa-5zhczwzhrrzr) — Iowa
- [Condition Management Account Coordinator](https://feeny.ai/job/condition-management-account-coordinator-cottingham-butler-iowa-city-iowa-98cpph8ayrdx) — Iowa City Iowa, United States