Job Description: Sales Manager – Agency, Retail & Prime Broking.
Role Purpose
The Sales Manager is responsible for driving General Insurance business through Agency, Retail, and Prime Broking channels by building strong distribution networks, ensuring consistent partner activation, improving productivity, and maintaining compliance. The role demands strong business acumen, channel management expertise, and the ability to lead external partners towards achieving high performance.
Key Responsibilities
- Develop and execute strategic sales plans for Agency, Retail, and Prime Broking channels.
- Expand the distribution footprint by recruiting and onboarding new agents, POSPs, retail partners, and brokers.
- Drive cross-selling and up-selling across product categories (Motor, Health, Property, Liability, Travel, etc.).
- Identify potential markets and micro-markets to penetrate and deploy sales strategies accordingly.
- Generate lead funnels in collaboration with marketing, tele-calling, and digital initiatives.
- Recruit, train, and activate individual agents and POSPs.
- Monitor agent productivity and ensure 100% onboarding compliance.
- Conduct regular training on products, soft skills, and compliance norms.
- Build long-term relationships with high-performing agents through recognition and rewards.
- Drive walk-in sales for retail partners such as car dealers, financial institutions, travel agents, and corporate tie-ups.
- Ensure merchandising, product visibility, and sales hygiene at partner premises.
- Provide hands-on support during customer pitch, documentation, and issuance.
- Manage large broking partners and ensure commercial negotiations, pricing, and closures.
- Coordinate with Underwriting and Operations to ensure smooth policy issuance.
- Track broker performance, MIS submission, renewals, and pipeline management.
- Own and deliver monthly/quarterly/annual business targets for all channels.
- Drive renewal retention across all product lines and channels.
- Maintain strict control on loss ratios by selling appropriate and sustainable products.
Track partner productivity, identify gaps, and implement improvement plans.
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Skills & Competencies
- Strong understanding of General Insurance products (Motor, Health, Fire, Engineering, Marine, Liability).
- Knowledge of IRDAI regulations and compliance guidelines.
- Ability to navigate underwriting processes and documentation.
- Working knowledge of CRM systems, partner portals, digital sales tools.
- Channel Management
- Partner Training & Engagement
- Negotiation & Persuasion
- Sales Planning & Forecasting
- Market & Competitor Analysis
- Leadership & People Influence
- Communication & Presentation Skills
- Customer-Centric Approach
- Decision-Making & Problem-Solving
High Ownership & Accountability
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