Sales - Corporate Insurance

Job Description

• Job Title: Corporate Sales
• Qualification: Bachelor's/Master’s degree
• Location: Mumbai
• Experience: • 15–18+ years in insurance broking, insurance, or financial services. • Minimum 8–10 years leading corporate sales teams. • Strong experience in both Employee Benefits and Non-EB corporate insurance. • Proven track record of achieving large revenue and premium targets. • Experience handling large corporate and multinational clients.

Role Purpose:

The Corporate Sales Business Head is responsible for driving corporate business growth across Employee Benefits (Group Health, Group Term Life, Group Personal Accident, Wellness Solutions) and Non-Employee Benefits (Property, Engineering, Marine, Liability, Cyber, Financial Lines, Motor Fleet, Specialty Risks, etc.). The role involves developing sales strategy, leading high-performing sales teams, acquiring new corporate clients, managing strategic relationships, and achieving revenue and profitability targets.

Key Responsibilities

• Develop and execute the corporate sales strategy for EB and Non-EB businesses.
• Drive new client acquisition across SME, Mid-Market, and Large Corporate segments.
• Build a sustainable sales pipeline through direct sales, referrals, alliances, and relationship networks.
• Identify emerging market opportunities and industry-specific solutions.
• Achieve annual premium, revenue, and profitability targets.

Leadership & Team Management

• Lead, mentor, and develop regional and national corporate sales teams.
• Establish performance goals, KPIs, and sales productivity metrics.
• Recruit, train, and retain high-performing sales professionals.
• Foster a culture of collaboration, accountability, and customer excellence.

Client Relationship Management

• Build and maintain relationships with CXOs, HR Heads, CFOs, Procurement Heads, and Risk Managers.
• Manage key strategic corporate accounts.
• Ensure high levels of client satisfaction and retention.
• Support negotiation of large and complex insurance placements.

Cross-Selling & Account Growth

• Increase wallet share from existing clients.
• Identify cross-selling opportunities between EB and Non-EB products.
• Develop integrated insurance solutions for corporate clients.

Insurer Relationship Management

• Build strategic partnerships with insurance companies.
• Negotiate pricing, coverage enhancements, and service standards.
• Coordinate with underwriting teams for complex risks.

Compliance & Governance

• Ensure compliance with IRDAI regulations and internal policies.
• Maintain high ethical and governance standards.
• Ensure proper documentation and risk management practices.

Market Intelligence

• Monitor industry trends and competitor activities.
• Recommend innovative insurance solutions.
• Identify new product opportunities.

Financial Management

• Manage sales budgets and business planning.
• Drive profitable business mix.
• Monitor revenue realization and business quality.

Key Performance Indicators (KPIs)

• Annual premium achieved.
• Revenue achieved.
• New client acquisition.
• Client retention rate.
• Cross-sell ratio.
• Renewal retention.
• Sales team productivity.
• EBITDA/profitability.
• Customer satisfaction.
• Collection efficiency.

Competencies

• Entrepreneurial mindset
• Result-oriented leadership
• Commercial acumen
• Customer-centric approach
• Influencing and negotiation ability
• Strategic thinking
• People development
• High integrity and professionalism
• Ability to work under pressure and deliver ambitious targets