Business Development Consultant

About NHG

National Healthcare Group is building a technology-enabled platform for affordable private primary healthcare in South Africa. We combine digital member engagement, clinical services, managed care, healthcare administration and provider network management to help employers and distribution partners extend healthcare access to uninsured and under insured South Africans.

NHG delivers healthcare solutions through direct employer relationships and partnerships with brokers, insurers and financial institutions.

Job Purpose

The Business Development Consultant is responsible for acquiring new employer and group clients, growing active healthcare memberships and generating sustainable recurring revenue.

The role involves identifying and qualifying opportunities, understanding employer needs, presenting suitable NHG solutions and managing the sales process from initial engagement through contracting and successful member activation.

The primary focus is new business acquisition, supported by growth within assigned accounts and relationships with approved brokers and distribution partners.

Key Responsibilities

Business Development and Sales

· Develop and execute a sales plan for assigned markets, sectors, territories or channels.

· Generate opportunities through targeted prospecting, networking, referrals, broker relationships and marketing campaigns.

· Engage business owners, HR leaders, finance executives and employee-benefit decision-makers.

· Qualify opportunities against workforce size, healthcare needs, budget, decision-making process and implementation timing.

· Assess employee locations, existing benefits, employer funding arrangements and affordability requirements.

· Present suitable NHG healthcare and wellness solutions using approved product information, pricing and sales materials.

· Explain NHG’s value proposition in terms of healthcare access, employee wellbeing and the employer’s workforce priorities.

· Prepare proposals, quotations, presentations and tender responses with support from relevant internal teams.

· Manage negotiations and secure signed agreements within approved pricing, discount and contractual limits.

· Achieve agreed membership and revenue targets while maintaining commercial discipline.

Broker and Distribution Relationships

· Develop productive relationships with assigned brokers, employee-benefit advisers and approved distribution partners.

· Support partners with product information, presentations and joint client engagements.

· Convert partner introductions into qualified opportunities and completed sales.

· Coordinate opportunities with the Head of Sales & Marketing to maintain clear account ownership and avoid channel conflicts.

· Escalate strategic partnership opportunities requiring executive involvement.

Client Onboarding and Activation

· Coordinate the handover of signed business to Managed Care Operations, membership administration, Finance and other relevant teams.

· Confirm agreed benefits, pricing, eligibility, membership estimates, payment arrangements and implementation dates.

· Ensure required agreements, client documentation and membership information are complete and submitted through approved processes.

· Support employer launch communications and employee information sessions where required.

· Track each signed account through onboarding to member activation and commencement of billing.

· Identify and resolve implementation obstacles with the responsible teams.

Relationship Management and Account Growth

· Maintain commercial relationships with assigned clients and monitor satisfaction during implementation and early service delivery.

· Identify opportunities to increase participation, extend cover to additional employee groups and introduce suitable complementary services.

· Support renewals and retention where assigned.

· Route operational and clinical queries to the appropriate teams and follow up on issues affecting the client relationship.

· Capture client feedback and share insights with Sales & Marketing, Service Design and operational teams.

Pipeline Management and Reporting

· Maintain accurate and current opportunity records in NHG’s CRM.

· Record estimated lives, product options, expected recurring revenue, sales stage, probability, decision-makers, next actions and anticipated activation dates.

· Produce weekly pipeline updates and monthly performance reports.

· Provide realistic forecasts and explain material changes, delays and lost opportunities.

· Use agreed NHG revenue definitions when forecasting deals, distinguishing total premiums or collections from revenue attributable to NHG.

· Monitor competitor activity and share relevant market intelligence.

Brand Representation and Responsible Selling

· Represent NHG professionally at client meetings, industry events and networking engagements.

· Communicate benefits, exclusions, eligibility, access pathways and costs accurately.

· Use approved marketing materials and avoid unsupported promises about clinical outcomes, savings or service capabilities.

· Follow NHG’s requirements for handling client and member information.

· Work within the role’s authorised scope and refer matters requiring specialist advice or approval to the appropriate person.

Key Performance Indicators

Targets will be agreed with the Head of Sales & Marketing and reviewed regularly.

Performance area

Measures

Membership acquisition

New active, paying members against target; growth within assigned accounts

Revenue generation

New recurring revenue attributable to NHG against target

New client acquisition

Employer and group accounts contracted and activated

Pipeline quality

Qualified pipeline value, membership potential and coverage against target

Sales effectiveness

Conversion rates, sales cycle duration and forecast accuracy

Commercial discipline

Compliance with approved pricing, discounts and acquisition-cost parameters

Implementation

Timely handover, onboarding completion and member activation

Client quality

Early retention and satisfaction for accounts originated or assigned

CRM discipline

Complete, accurate records and timely reporting

Signed agreements, activated memberships and paying memberships will be tracked separately.

Requirements

Qualifications

· A diploma or degree in Sales, Marketing, Business Management or a related field advantageous.

· Relevant product training and any credentials required for the activities assigned to the role.

Experience

· At least three years’ experience in business development or B2B sales, including responsibility for acquiring new clients.

· Demonstrated ability to manage the sales process from prospecting through negotiation and closure.

· Proven achievement of measurable sales targets.

· Experience selling to employers, HR teams, finance executives or employee-benefit decision-makers advantageous.

· Experience in healthcare, health insurance, medical schemes, employee benefits or related services advantageous.

· Experience working with brokers or distribution partners advantageous.

Skills and Competencies

· Consultative selling, prospecting and negotiation.

· Clear written communication and confident presentations.

· Relationship building across multiple stakeholders.

· Commercial numeracy, including membership-based pricing and recurring revenue.

· Ability to explain complex benefits in accessible language.

· CRM proficiency and working knowledge of Microsoft 365.

· Strong planning, follow-through and coordination across teams.

Personal Attributes

· Proactive, resilient and accountable.

· Comfortable with targets and regular performance reviews.

· Ethical, professional and customer-focused.

· Able to work independently while collaborating effectively.

· Motivated by expanding access to affordable healthcare.

Travel

· Willingness and ability to travel for client meetings, presentations and employer launches as required.

Remuneration

· Basic salary aligned with experience and role scope.

· Performance incentive under NHG’s approved incentive plan, with clear rules for sales attribution, member activation, payment receipt and cancellations.

· Company tools and reimbursement of approved business expenses in accordance with policy.

Success in This Role

Success means consistently converting qualified opportunities into active, paying memberships and sustainable recurring revenue. The consultant builds a credible pipeline, secures commercially sound agreements, coordinates effective onboarding and develops relationships that support continued membership growth.