Market Development Lead, Insurance – Workers’ Compensation

This is a fully remote position, open to applicants in Australia.

📋 Description

• Develop a comprehensive understanding of Australia's insurance and workers' compensation landscape, encompassing participants, incentives, funding flows, buyers, and decision-makers.

• Gain insights into the procurement, delivery, and monetization of psychological-injury services, while identifying underperforming models.

• Identify and prioritize jurisdictions, customer segments, use cases, and opportunities where Intellect can generate clinical and commercial value.

• Evaluate market size, competition, purchasing processes, regulatory factors, and barriers to adoption.

• Convert market insights into a targeted development strategy and phased commercial roadmap.

• Recognize unmet needs of customers and claimants and create unique products, services, and propositions.

• Collaborate with product, clinical, operations, commercial, and other teams to devise viable solutions.

• Construct strategic, financial, and operational cases for priority opportunities.

• Develop models for pricing, contracting, funding, and delivery.

• Validate propositions with insurers, employers, scheme participants, partners, and other stakeholders.

• Define clinical, operational, and commercial outcomes that illustrate value.

• Map out buyers, budget owners, procurement routes, and decision-making processes.

• Build and manage a qualified pipeline of commercial opportunities.

• Lead customer discovery and co-design discussions.

• Oversee opportunities from initial engagement through proposition development, proposals, negotiations, pilots, and commercial agreements.

• Collaborate with Partnerships and commercial teams while being accountable for market progress and conversion.

• Monitor pipeline quality, conversion rates, expected revenue, and time to close.

• Transform priority opportunities into paid engagements that generate revenue, evidence, and referenceable outcomes.

• Cultivate relationships with senior stakeholders across insurers, workers' compensation schemes, employers, brokers, claims-service providers, healthcare providers, and other organizations.

• Represent Intellect in high-level customer and ecosystem discussions.

• Identify and structure strategic partnerships.

• Transition opportunities from concept to pilots, programs, and commercial engagements.

• Shape the amalgamation of existing capabilities, targeted hiring, and strategic partnerships for scaled delivery.

• Define the operating model across clinical delivery, provider coverage, service operations, technology, data, reporting, customer management, and governance.

• Consider clinical, regulatory, and jurisdiction-specific requirements.

• Coordinate efforts among commercial, product, clinical, operations, legal, finance, and technology teams.

• Track clinical, operational, and commercial outcomes and establish repeatable playbooks.

• Develop a staged capability roadmap aligned with validated demand and commercial progress.

⛳️ Requirements

• Approximately 5–12 years of relevant experience in management consulting, insurance, workers' compensation, claims, healthcare, occupational health, market development, or commercial strategy.

• Significant experience within Australia’s insurance, workers' compensation, or related healthcare ecosystem, or in developing new propositions, partnerships, capabilities, or business areas.

• Strong understanding of the relevant ecosystem, or clear evidence of the ability to rapidly develop that depth.

• Proven ability to navigate ambiguity, progressing from problem definition and strategy to commercialization and implementation.

• Insight into how complex services are purchased, funded, and delivered, including the stakeholders influencing commercial decisions.

• Experience in originating and advancing complex B2B or B2B2C opportunities, developing propositions, managing multiple stakeholders, and securing commercial commitments.

• Strong strategic and commercial judgment.

• Ability to structure complex problems, perform thorough analysis, and translate insights into clear priorities and actions.

• Competence in developing new propositions and commercial models.

• Credibility with senior external stakeholders and the ability to build trusted relationships across a complex ecosystem.

• Capability to transition from market strategy to detailed implementation while remaining accountable for commercial and operational outcomes.

• Understanding that successful market development necessitates strong internal delivery capabilities.

• Effectiveness in working collaboratively across product, clinical, commercial, operational, and technical teams without relying solely on formal authority.

• High standards, humility, sound judgment, and a willingness to engage with operational details.

• Experience in mental health, psychological injury, injury management, occupational rehabilitation, employee benefits, or digital health is advantageous.

🏝️ Benefits

• Global company – work in a diverse environment with colleagues from nearly 20 countries.

• Generous leave policy – take time off to rest and recharge.

• Christmas week off – enjoy a company-wide break during Christmas, separate from annual leave.

• Birthday leave – take a day off on your birthday.

• Quarterly mental health days – one day off every quarter to focus on your wellbeing.

• Flexible work arrangements – tailor your work style to fit your lifestyle and goals.

• Work-life balance – a culture that values personal time and long-term wellness.

• Medical coverage – comprehensive insurance for peace of mind.

• Performance bonus – high performance is recognized and rewarded.

• Development budget – an annual allowance to support your professional development.

• Mental health support – premium access to our mental health app and resources, along with a dedicated budget for clinical and psychiatric care.

• Socials and communities – regular non-work events and activities to connect and have fun together.