Business Development Manager – SME Business at AAR Insurance

Overall Purpose of the Job

Reporting to the Group Head of Distribution, the Business Development Manager (SME) is responsible for positioning AAR Insurance as the leading provider ofSME Health Insurance solutions in the market. The role drives sustainable and profitable growth by expanding AAR’s SME health portfolio, strengthening relationships with intermediaries and SME ecosystems, and embedding holistic insurance solutions tailored to SMEs’ evolving needs. The BDM will also champion alternative distribution channels, product innovation, and cross-business collaboration to ensure AAR’s SME offerings remain competitive, customer-centric and top of mind in the market.

Key Responsibilities

• Develop and implement SME Health Insurance strategies to achieve revenue, profitability, and retention targets.
• Continuously identify and pursue new SME market opportunities, industry clusters, and regional growth areas.
• Position AAR as the most competitive and preferred provider of SME Health Insurance, ensuring sustainable and profitable growth.
• Build and strengthen partnerships with intermediaries (brokers, agents, bancassurance) as primary distribution partners.
• Collaborate with SME aggregators, industry associations, and support ecosystems (e.g., chambers of commerce, incubators, fintechs, HR networks).
• Drive business growth through alternative channels, including digital marketplaces, online aggregators, affinity groups, and professional associations.
• Equip all partners with the necessary training, engagement, and tools to maximize SME health insurance uptake.
• Collaborate with product development teams to refine & customize SME Health Products, and also embed seamlessly into SME ecosystems (e.g., HR processes, employee benefit programs).
• Expand embedded offerings to include complementary solutions such as wellness programs, general insurance add-ons, and financial wellbeing services where relevant.
• Refine SME health products to ensure they are fit-for-purpose, affordable, scalable, and responsive to the budget realities of SMEs.
• Collaborate with other business lines (Corporate, General, Retail) to design integrated solutions that capture synergies and avoid cannibalization.
• Benchmark SME solutions against competitors to ensure AAR remains a leader in innovation and value.
• Partner with brand and marketing teams to design and deliver SME-focused campaigns that drive awareness, uptake, and retention.
• Position AAR as a trusted SME partner by showcasing sector-specific case studies and success stories.
• Represent AAR at SME forums, business associations, and events to reinforce market leadership in SME Health Insurance.
• Champion digitization of SME acquisition, onboarding, and servicing to improve efficiency and client experience.
• Drive adoption of digital sales platforms and self-service tools by intermediaries and SME clients.
• Explore innovative partnerships with fintechs, HR-tech platforms, and lifestyle ecosystems to create new digital distribution pathways.
• Ensure SME initiatives comply with regulatory standards and AAR’s Treating Customers Fairly (TCF) framework.
• Facilitate seamless onboarding and ensure superior customer experiences to build loyalty and renewals.
• Establish continuous feedback loops with SME clients and intermediaries to refine products, campaigns and service models.
• Track and report SME Health Insurance performance, profitability and market insights.
• Provide actionable recommendations to senior management on opportunities, risks and trends.
• Ensure ROI on SME-focused campaigns, partnerships and product innovations.

Education, Experience & Competencies

• Bachelor’s degree in Business, Marketing, Actuarial Science or related field.
• Professional insurance qualification (Diploma in Insurance, ACII, or equivalent).
• Minimum 5 years’ experience in sales/business development of health insurance (SME or corporate focus).
• Proven success in growing SME or corporate portfolios through intermediaries, aggregators and alternative distribution partners.
• Strong knowledge of SME health solutions and employee benefit models.
• Ability to position AAR as a market leader while ensuring sustainable profitability.
• Skilled at engaging intermediaries, aggregators, and alternative channels.
• Focused on embedding SME needs into health and additional solutions.
• Effective cross-functional engagement with Corporate, General, Retail, and Marketing teams.
• Ability to anticipate and respond to evolving SME demands.
• Proficiency in digital distribution and ecosystem partnerships.
• Proven ability to deliver revenue growth and profitability.
• Strong adherence to ethical and regulatory standards.