The Head of Corporate Sales will lead HMI Managed Healthcare (MHC's) direct corporate sales function, driving the acquisition of new corporate clients and expanding employee benefits lives under management. The role covers direct self-insured client acquisition, corporate and government tenders, workplace banking and affinity partnerships, and SME productization.
This position requires a strategic sales leader with proven experience in B2B healthcare, insurance, or employee benefits, who can secure large-scale contracts, build scalable sales and onboarding processes, and deliver sustainable portfolio growth.
Key Responsibilities
Direct Sales & Panel Life Growth
- Drive acquisition of new self-insured corporate clients through direct sales, telesales, and enterprise tenders.
- Expand employee benefits client growth by systematically growing panel lives under management.
Employee Health & Engagement Solutions
- Oversee sales of corporate health offerings, including health screening, workplace wellness programmes, and on-site events.
- Partner with internal teams to design engagement initiatives that strengthen utilization and retention.
Strategic Channel Partnerships
- Lead the launch and activation of SME employee benefits with workplace banking platforms of financial institutions.
- Secure and manage new channel partnerships with telcos, digital ecosystems, associations, HR SaaS companies and other membership-based organizations with large B2B bases which can be a feeder for employee benefits acquisitions.
- Design and execute channel partnership sales & marketing campaigns that drive measurable client acquisition and employee benefit adoption including and not limited to join events etc.
Corporate & Government Tenders
- Lead major RFPs and tender submissions for employee benefits clients, ensuring timely, competitive, and compliant bids.
- Identify and secure large-scale opportunities through government platforms and corporate procurement channels.
- Implement structured monitoring of Gbiz, Tenderboard, and other channels to ensure no missed opportunities.
5. SME Offering & Productization
- Develop and launch structured SME healthcare packages with simplified onboarding workflows and bundled pricing.
- Create repeatable and scalable sales and onboarding processes to support SME acquisition through telesales and digital channels.
- Build standardized tools, templates, and workflows to ensure consistent SME client onboarding at scale.
6. Portfolio Growth, Utilization & Retention
- Drive sustained growth in covered lives across MHC's corporate portfolio.
- Ensure strong utilization of services within the first year of onboarding new direct clients to support engagement and retention.
- Establish a structured handover process to transition accounts seamlessly to the Direct CRM team for long-term relationship management.
- Monitor portfolio performance to identify upsell opportunities and mitigate churn risks.
7. Team Leadership & Sales Excellence
- Lead, coach, and develop a team of direct sales managers, telesales, and sales support staff.
- Set clear sales targets, build a performance-driven culture, and provide accurate forecasts to senior leadership.
- Collaborate cross-functionally with Marketing, Product, and Operations to ensure seamless client onboarding and delivery.
Job Requirements
- Bachelor's degree in Business, Marketing, or related discipline; MBA preferred.
- 12 15+ years experience in B2B sales, with proven success in healthcare, insurance, or employee benefits.
- Strong track record in corporate and government tenders, enterprise sales, and partnership activation.
- Experience in designing and scaling channel partnership programmes with banking, telco, or other ecosystem partners.
- Proven ability to grow client portfolios and covered employee lives at scale.
- Excellent leadership, stakeholder management, and negotiation skills.
- Commercially driven, strategic thinker, and able to thrive in a dynamic, growth-focused environment.
What Success Looks Like
- Significant growth in employee lives covered under MHC's direct portfolio.
- Launch and expansion of banking and affinity partnerships as sustainable acquisition channels.
- Winning major corporate and government tenders to expand market share.
- Scalable and consistent SME onboarding processes enabling portfolio expansion.
- Strong utilization and structured handover of new clients to the Direct CRM team for long-term success.
- A motivated, high-performing sales team consistently delivering results.
