Business Development Manager

Role Overview

This role is about growing the corporate client base for Old Mutual Thrive’s employee wellbeing proposition, turning promising conversations into signed, renewable contracts. Each day mixes outbound prospecting with structured pipeline management, partnering with HR and benefits decision-makers, and working closely with marketing, product, and onboarding teams to make the sales journey smoother. The person in this seat directly shapes how the business expands into new employer segments and which distribution partnerships are worth scaling.

Key Responsibilities

• Proactively build a qualified corporate pipeline using targeted outreach, referrals, industry events, and existing internal networks within Old Mutual.
• Own the complete sales cycle from first contact and discovery through demos, proposals, negotiation, and contract signing, then continue into renewal and expansion conversations.
• Activate dormant or underused corporate relationships and coach internal teams on spotting and advancing viable leads before a structured handover to onboarding.
• Identify and develop scalable distribution channels through embedded or white-label arrangements, referral commission models, bundled offers, and co-branded propositions with digitally forward organisations.
• Cultivate partnerships with wellbeing providers, HR associations, employer groups, and business communities to generate warm introductions and speaking or event opportunities.
• Collaborate with marketing on digital campaigns designed to attract corporate decision-makers, and with product teams to build employee-led referral journeys and self-service sales options for smaller employers.
• Translate buyer objections, win/loss feedback, and market observations into concrete recommendations for pricing, packaging, product features, and sale-to-onboarding workflows.
• Keep CRM records accurate and up to date, maintain weekly forecasts and pipeline reports, and deliver concise commercial updates for leadership and board visibility.

Requirements & Qualifications

• Bachelor’s degree in Business, Marketing, Commerce, or a related discipline.
• At least four years of experience in B2B business development, enterprise sales, or commercial growth roles.
• Demonstrated ability to generate qualified leads, manage full sales cycles, and close corporate contracts against revenue targets.
• Experience building new sales pipelines, testing different routes to market, and creating repeatable sales processes from scratch.
• Comfortable engaging with corporate decision-makers, especially leaders in HR, People, Total Rewards, or employee benefits functions.
• Hands-on experience establishing distribution, referral, embedded, or strategic channel partnerships.
• Proficiency with CRM and pipeline management tools; practical experience with Zoho CRM is viewed as an advantage.
• Prior exposure to corporate wellness, HR technology, employee benefits, insurance, or B2B SaaS environments is a strong plus.