Associate Director - Regional Sales & Account Management

Create connections that move people and business forward.

At AIA, your customer insight, commercial expertise and ideas can contribute to our Purpose of helping millions of people live Healthier, Longer, Better Lives. Across our diverse markets, you will take on meaningful challenges, collaborate with talented colleagues and turn insight into engaging experiences, trusted relationships and sustainable growth for our customers and communities.

Join us to shape how people engage with health, wellbeing and protection, grow through new experiences and extend your impact across Asia.

About the Role

Lead regional sales activity for multinational employee benefits solutions, converting priority opportunities into profitable new business while retaining and expanding a defined portfolio of strategic accounts.
• Own the end-to-end sales pipeline, from opportunity qualification and solution development through proposal, negotiation and close.
• Develop strong relationships with multinational clients, prospects, international brokers, global network partners and consultants to increase AIA’s share of business.
• Provide focused account management for assigned clients, ensuring disciplined renewals, strong service coordination and identification of cross-sell opportunities.
• Mobilise AIA local business units and regional functions around clear pursuit and account plans, with timely decisions, ownership and follow-through.

Roles and Responsibilities:

Sales delivery and pipeline management

• Meet agreed new business, revenue and portfolio growth targets for the assigned markets, channels and client segments.
• Build, qualify and maintain a healthy pipeline; prioritise opportunities based on strategic fit, value, probability and timing.
• Lead pursuit planning for priority opportunities, including stakeholder mapping, value proposition, competitive positioning, win strategy and next actions.
• Coordinate expressions of interest, requests for proposal, quotations and presentations, ensuring a compelling and consistent response.
• Maintain accurate and timely sales activity, pipeline, forecast and conversion reporting.

Broker, consultant, network partners and client development

• Develop productive relationships with regional and local decision-makers across clients, prospects, brokers, network partners and consultants.
• Create targeted engagement plans for priority partners and accounts, supported by regular business reviews and opportunity discussions.
• Represent AIA at relevant client meetings, broker forums, industry events and thought-leadership activities.
• Identify market, customer and distribution insights and translate them into practical sales opportunities and proposition feedback.

Account management and retention

• Act as the regional relationship lead for an assigned portfolio, providing clear oversight of client priorities, commitments and risks.

• Lead renewal strategy and planning in partnership with local business units, underwriting, pricing and servicing teams for these clients.

• Track implementation and service matters that could affect client satisfaction or retention, escalating and coordinating resolution where required.

• Identify cross-sell, upsell and geographic expansion opportunities across the assigned portfolio.

Regional and local market collaboration and execution

• Coordinate virtual pursuit and account teams across markets and functions, clarifying roles, deadlines and decision points.

• Work closely with underwriting, pricing, proposition, operations and local Corporate Solutions teams to develop commercially sound solutions.

• Share effective sales practices, market intelligence and client feedback to strengthen regional capability and execution.

• Operate in line with applicable governance, risk, compliance and conduct requirements.

Minimum Job Requirements:

• Bachelor’s degree or equivalent professional experience.

• Strong track record in business development and consultative sales within employee benefits, insurance or a related financial services environment.

• At least 10 years’ relevant experience managing multinational clients and working with brokers and consultants across Asia Pacific.

• Demonstrated ability to manage a sales pipeline, lead complex pursuits and convert opportunities into profitable business.

• Sound account management capability, including renewal planning, stakeholder management, issue coordination and growth planning.

• Strong commercial and financial acumen, with the ability to balance client needs, competitiveness, risk and profitability.

• Clear, persuasive written and verbal communication skills, including proposal development and senior stakeholder presentations.

• Ability to influence and coordinate cross-functional, multi-market teams without direct authority.

• Fluent English; additional Asian language capability is an advantage.

• Comfort working to deadlines in a multicultural environment and willingness to travel as required

Build a career with us as we help our customers and the community live Healthier, Longer, Better Lives.

You must provide all requested information, including Personal Data, to be considered for this career opportunity. Failure to provide such information may influence the processing and outcome of your application. You are responsible for ensuring that the information you submit is accurate and up-to-date.