Business Development & Partnership Director_ KL Based

Job Summary

The Business Development & Partnerships Director is responsible for driving new business acquisition, account growth and retention across Malaysia through both direct B2B sales and strategic partnership channels.

The role will develop and execute commercial strategies across insurance companies, brokers, Travel Management Companies (TMCs), wealth management firms and other strategic partners, while maintaining International SOS focus on direct corporate client relationships.

The role is accountable for building and converting pipeline, developing strategic partnerships, closing direct- and partner-sourced opportunities, and managing selected strategic partner and corporate accounts.

The position works closely with the General Manager Malaysia, Sales, Marketing, Operations, Medical and Security teams to achieve revenue, client growth and retention objectives.

Key Responsibilities

1. New Business Development & Revenue Growth

• Drive new business acquisition and revenue growth through direct B2B sales and strategic partnerships.
• Build and convert a strong pipeline of corporate opportunities, including Workforce Resilience (WFR) solutions.
• Manage the end-to-end sales cycle from prospecting and solution development through negotiation and closing.
• Develop senior-level relationships with key corporate decision-makers and identify opportunities for account growth and cross-selling.

2. Strategic Partnerships & Channel Development

• Develop and manage partnerships with insurers, brokers, Travel Management Companies (TMCs), wealth management firms and other strategic channels.
• Leverage partner relationships to generate new business introductions, referrals, retention and upselling opportunities.
• Develop relevant Direct Billing Agreements (DBAs) with selected insurers.
• Explore opportunities within the HNW, UHNW and family-office segments where relevant.

3. Sales & Commercial Performance

• Be accountable for achieving agreed new business, revenue and individual sales targets.
• Drive business through direct, insurance, broker, TMC and wealth-management channels.
• Maintain an accurate sales pipeline, forecast and CRM records.
• Monitor commercial performance, conversion and profitability of key opportunities.

4. Strategic Account Management

• Manage nominated strategic insurance, broker, TMC and/or corporate accounts.
• Develop account plans to strengthen relationships, retention, revenue and profitability.
• Identify opportunities for account expansion, upselling and cross-selling.
• Maintain strong relationships with key stakeholders across assigned accounts.

5. Partner & Internal Coordination

• Manage relevant partnership agreements and Master Services Agreements.
• Coordinate with Sales, Operations, Medical, Security and other relevant internal teams to support effective delivery.
• Support the resolution of significant partner or client operational, billing and service issues.
• Maintain effective communication between International SOS and key partners.

What We're Looking For

Work Experiences

• 10+ years of experience in Sales, Business Development or Strategic Partnerships, preferably involving distribution/channel management, with direct responsibility for sales and gross profit performance.
• Strong track record of achieving new business and revenue targets.
• Proven experience in B2B consultative or solution selling within complex service-based industries.
• Experience selling directly to large multinational corporations (MNCs) across multiple industry sectors.
• Experience developing business through financial institutions, wealth management, institutional sales or other strategic partnership channels is highly advantageous.
• Exposure to HNW/UHNW individuals and family offices would be an added advantage.
• Experience working in cross-border or regional sales environments, with demonstrated ability to develop new business and expand existing accounts.
• Exposure to emerging markets would be beneficial.

Qualifications

• Bachelor's Degree in Business, Marketing, Management or a related discipline.

Languages

• Strong written and spoken English and Bahasa Malaysia.
• Proficiency in Mandarin would be an advantage.
• Additional languages relevant to the Malaysian or regional client base would be beneficial.

Skills & Competencies

• Strong consultative and solution-selling capability, preferably using recognized sales methodologies such as SPIN Selling.
• Excellent business development, networking and relationship-building skills.
• Ability to develop strategic account plans, grow existing accounts and build a sustainable pipeline of new opportunities.
• Strong influencing, negotiation and closing skills.
• Commercially minded with strong strategic planning and problem-solving capabilities.
• Strong pipeline, opportunity and time-management skills, with the ability to manage multiple priorities.
• Able to work independently as well as collaboratively within a matrix organization.
• Excellent communication, presentation and numerical skills.
• Comfortable using Microsoft 365 and CRM platforms.
• Strong cultural awareness and ability to operate effectively in a multicultural and cross-border environment.