Chief Manager / AVP - B2B Sales - Bangalore 1 (Residency Road)

Role: B2B Sales Manager
Title: Chief Manager / AVO
Department: Corporate Solutions Group (CSG Sales)
Sub Department: CSG Sales
Work Location: Residnecy Road, Bengaluru
Education: Graduate / Post Graduate
Experience: 6 years +

Objective of the Role

Drive Group Term Life (GTL) business through broker channel and direct corporate engagement, while building strong CXO-level relationships and ensuring seamless end-to-end client servicing in collaboration with internal functions.

Key Responsibilities

1. Business Development & Sales Delivery

• Drive GTL business through brokers, consultants, and direct corporate tie-ups

• Identify and acquire new group clients across SME, mid-market, and large corporates

• Achieve assigned premium, revenue, and profitability targets

• Develop GTL solutions aligned to client needs and industry benchmarks

2. Broker & Partner Management

• Build and manage strong relationships with insurance brokers and intermediaries

• Drive product positioning, pitch management, and closure support via brokers

• Ensure consistent engagement, training, and business activation of key partners

3. CXO Relationship Management

• Engage with decision-makers (CXOs, CHROs, CFOs, Benefits Heads) of corporates

• Lead client discussions for group insurance structuring, renewals, and enhancements

• Act as a trusted advisor for client benefits strategy and insurance solutions

4. Stakeholder Collaboration (HO Functions)

• Closely liaise with internal teams for seamless execution:
  • Actuarial / Pricing – quotations, scheme structuring, profitability

  • Underwriting – risk evaluation, approvals

  • Operations – onboarding, policy issuance, servicing

  • Claims – smooth claim settlement and escalations

• Ensure timely turnaround of proposals and superior service experience

5. Client Servicing & Retention

• Manage portfolio of existing clients with focus on renewals and persistency

• Drive service excellence through proactive problem resolution and engagement

• Identify upsell and cross-sell opportunities within existing accounts

6. Market Intelligence & Governance

• Track competitor offerings, pricing trends, and industry developments

• Ensure adherence to regulatory, compliance, and audit requirements

• Maintain accurate MIS, pipeline tracking, and reporting

Key Interactions

Internal:

• Actuarial, Underwriting, Claims, Operations, Finance

External:

• Brokers & Intermediaries

Required Qualification & Experience

• Graduate / Postgraduate (MBA preferred)

• 5–12 years experience in:
  • Group Insurance / Corporate Sales / Employee Benefits

  • Broker management and large account handling

• Strong exposure to GTL / Group Life products

Key Skills & Competencies

• Strong relationship management and negotiation skills

• Ability to engage and influence senior stakeholders / CXOs

• High ownership with sales & revenue orientation

• Good understanding of insurance products, underwriting, and pricing

• Strong coordination and stakeholder management skills

Key Success Metrics (Indicative)

• Business targets (APE / Premium / Revenue)

• Broker productivity & activation

• Client acquisition & retention ratio

• Service turnaround and client satisfaction

• Compliance and audit adherence

Why This Role is Critical

This role acts as a front-end revenue driver and client face for the GTL business, ensuring:

• Strong market penetration through brokers

• High-quality client relationships at CXO level

• Seamless execution via deep internal alignment