[TH] Employee Benefits Business Development Leader

About Doctor Anywhere

Doctor Anywhere (DA) is a leading omnichannel healthcare platform in Southeast Asia, connecting patients, providers, and corporate clients across Singapore, Malaysia, Thailand, Vietnam, Indonesia, and the Philippines. Our Insurtech business delivers a fully integrated employee benefits (EB) solution — combining plan design, TPA administration, digital health access, and data-driven insights — to help corporate clients manage costs, improve employee health outcomes, and simplify the benefits experience.
We are building a world-class EB sales team to accelerate growth across Malaysia and Thailand. These are not ordinary sales roles — they require the mindset of a senior consultant, the patience of a long-arc relationship builder, and the commercial sharpness of a seasoned account executive.

About the role

You will own the full sales cycle for corporate EB mandates in your market — from initial prospect engagement through proposal, negotiation, close, and renewal. You will be the primary relationship owner across multiple client stakeholders (HR, Finance, CEO, broker) and will act as a trusted advisor throughout — not just at renewal time.
This is a complex, consultative sale. Average cycles run 6–12 months. You will be selling to organizations that already have EB programmes in place and incumbent brokers with relationships. You win by understanding a client's situation more deeply than anyone else and by designing solutions that create genuine value for their employees, their CFO, and their HR team simultaneously.

What You Will Do

• Build and manage a pipeline of mid-market and enterprise corporate prospects (500–5,000 employees)
• Own outreach, discovery, proposal and close — running a disciplined 6–12 month sales process
• Conduct deep-dive needs assessments: understand each prospect's claims history, current plan design, broker relationships, cost pressures, and HR objectives before proposing anything
• Develop compelling, data-driven proposals that address financial, operational, and employee experience dimensions simultaneously
• Navigate multi-stakeholder environments — managing distinct conversations with HR, Finance, C-suite, and brokers concurrently
• Drive proactive renewal management — engage 90+ days before renewal with data-led reviews, not just price negotiations
• Conduct quarterly business reviews using DA's utilization dashboards and claims insights to demonstrate value and surface plan optimization opportunities
• Expand relationships within accounts — identifying opportunities to deepen DA's platform penetration
• Maintain high retention: the goal is multi-year partnerships, not one-off policy placements
• Develop and maintain productive relationships with insurance brokers and employee benefits consultants in your market
• Know when to lead a broker-introduced opportunity vs when to follow. Build broker trust by being technically credible and easy to work with
• Co-develop pipeline with key broker partners without becoming dependent on any single channel
• Stay current on regulatory changes, insurer pricing dynamics, and market trends affecting EB in your market
• Develop a point of view on self-insured vs insured structures, stop-loss design, plan design optimization, and TPA model trade-offs
• Represent DA credibly at industry events, roundtables, and HR/benefits conferences

Non-Negotiable Traits

• Curiosity — genuine interest in understanding each client's specific situation before proposing anything
• Patience — comfortable managing sales cycles of 6–12 months with slow feedback loops
• Win by helping — instinct to create value first, close second. Not the opposite.
• Empathy across multiple stakeholders — able to hold the priorities of HR, Finance, Employees, Brokers, and CEO simultaneously
• Comfort with complexity — energized by the fact that no two client situations are the same
• Integrity — understands that an EB buyer-seller relationship lasts years, and that trust is built or destroyed in small moments

Experience & Background

• 5–10 years of experience in employee benefits, corporate health insurance, or benefits advisory — either in a brokerage, consultancy, insurer, or TPA
• Demonstrable track record of managing complex, multi-stakeholder sales cycles with deal sizes above MYR 500k / THB 5m in annual premium
• Experience navigating broker channel dynamics — knows how to work with brokers, not just around them
• Exposure to claims analysis, loss ratio interpretation, plan design structuring, and TPA operations

Domain Knowledge (will be tested)

• Can read a claims experience report and narrate insights credibly
• Understands what IBNR, BOR, and loss ratio mean and how they drive renewal pricing
• Familiar with the economics of self-insurance vs insured structures and when each is appropriate
• Understands how insurer, TPA, broker and employer interests align — and where they diverge

Preferred Background

• Benefits consultant or account manager at leading EB brokers
• Corporate account manager in Group/EB division at leading insurers
• Senior account manager or BD lead at a regional TPA
• HR tech / benefits platform sales with genuine EB domain depth

What Success Looks Like

In the first 6 months

• Pipeline of 20+ qualified corporate prospects built and actively progressed
• 2–3 proposals submitted with credible, data-led narrative
• Strong working relationships established with at least 5 key broker partners
• Domain fluency demonstrated — can run a claims review meeting or pitch an optimized plan design confidently

In the first 12 months

• First mandates closed — 3–5 new corporate accounts
• Zero early-stage churn — all accounts actively engaged in QBR cycle
• Broker channel generating warm inbound opportunities, leveraging direct relationships
• Recognized internally as a credible domain authority, not just a salesperson

What Doctor Anywhere Offe