Key Account Lead – West is responsible formanaging, growing, and strengthening relationships with major NBFCs and national-level distribution partners based out of West Zone. This role drives revenue delivery, partner strategy, planning execution of strategic initiatives (digitization, identifying new revenue streams, designing executing sales choreography etc). Position holder ensures smooth coordination between internal teams and partner organizations while delivering consistent performance, operational efficiency, and compliance with IRDAI norms.The incumbent is accountable for PL, zone productivity, capability building, and long-term business sustainability.
Major Responsibilities
1. Partner Relationship Management
- Develop and manage relationships with key national accounts to drive long-term business growth in Credit Life
- Build and maintain strong relationships with partner CXOs, regional heads, and functional teams.
- Align partner priorities with Channel goals through structured engagement.
- Identify new business opportunities within existing accounts and work towards expanding counter share.
2. Revenue Growth Business Delivery
- Own national revenue targets (New Business, Renewal) from assigned accounts/partners.
- Develop and execute partner -specific business plans and growth strategies.
- Drive product value penetration, counter share and channel productivity.
3. Partner Strategy Joint Business Planning
- Conduct annual quarterly joint business planning meeting with partner leadership.
- Identify new revue opportunities.
- Monitor performance, track KPIs, and implement corrective actions proactively.
4. Compliance, Governance Documentation
Represent the Key Accounts function in Monthly Business Reviews and other leadership forums by presenting account performance, competitive analysis, and strategic updates to the CEO, CFO, and CBO.
Collaborate with Pricing, Actuarial, Product, and Business Development teams to design tailored product solutions, develop business proposals, and support commercial negotiations.
Ensure partners comply with IRDAI guidelines, internal governance norms, and audit requirements.
Oversee onboarding formalities, agreements, licensing, and documentation.
Conduct periodic compliance checks and support audit readiness
5. Market Insights Competitor Tracking
- Monitor market trends, competitor initiatives, and industry developments.
- Share insights with Product, Digital, and Marketing teams to support innovation.
- Identify portfolio risks and opportunities for deeper collaboration.
6. Stakeholder Team Coordination
- Work with zonal, regional sales teams to drive value and counter share penetration at the ground level.
- Provide leadership, guidance, and motivation to regional stakeholders to drive broker performance.
- Conduct training sessions, capability programs, and partner engagement initiatives.
7. Team Leadership People Development
- Build, mentor, and lead a high-performing teams of KAMs
- Drive a culture ofaccountability, collaboration, and performance excellence.
- Develop talent pipelines and strengthencapability within the KAM function.
8. Operations, Process Strengthening Support
- Coordinate with internal teams—Underwriting, Claims, Operations, Finance—to ensure smooth issuance, servicing, and payouts.
- Resolve escalations quickly and strengthen partner experience.
- Track and improve SLA metrics, TAT, and operational efficiency.
STAKEHOLDERS
Internal:
Chief Business Officer – Partnership Channel, CFO, Head – Pricing, Head- Products, SVP Head -Credit Life
External:
CXO/Founder Level with partner institutions
Zonal Regional Leadership at partner institutions
