- Define and execute the long-term business strategy for Agency, Retail, and Prime Broking verticals.
- Develop annual business plans including GWP targets, product mix, renewals, and profitability goals.
- Align regional and state teams with national channel strategy, ensuring uniform execution across markets.
- Own the P&L for the vertical and drive sustainable revenue with focus on loss ratio guardrails.
2. Multi-Channel Growth & Distribution Expansion
- Scale partner networks by overseeing recruitment, onboarding, and activation of agents, POSPs, retail partners, and prime brokers.
- Identify emerging markets, micro‑markets, and untapped segments for expansion.
- Build structured tier-wise partner management models, incentive structures, and engagement frameworks.
- Drive wallet-share growth with key brokers, high-performing agents, and strategic alliances.
3. Sales Acceleration, Productivity & Capability Building
- Build vertical-wide productivity frameworks including funnel management, opportunity clinics, and weekly governance cadences.
- Enhance partner capability through structured training programs on products, soft skills, sales conduct, and compliance.
- Improve productivity metrics such as premium per active partner, activation ratios, and conversion rates.
- Enable cross-sell/upsell across Motor, Health, Property, Liability, Travel, and other GI lines.
4. Channel-Specific Leadership
Agency
- Oversee agent and POSP recruitment, licensing, onboarding, and Day‑30/60/90 activation cycles.
- Strengthen field coaching, recognition frameworks, and adherence to sales hygiene.
Retail (Dealer & Walk-in Channels)
- Drive retail partner engagement including automobile dealers, financial institutions, travel agents, and corporate associations.
- Ensure product visibility, merchandising, and standardized customer experience at partner locations.
- Strengthen walk-in sales performance with structured on‑ground support.
Prime Broking
- Lead relationships with major broking partners, anchor commercial negotiations, and approve pricing structures.
- Ensure strong underwriting collaboration for placement, closures, and escalations.
- Drive broker performance through disciplined MIS submissions, renewal management, and pipeline governance.
5. Cross-Functional Collaboration
- Partner with underwriting, operations, claims, marketing, tech, and finance to ensure seamless business execution.
- Drive digital adoption across partner portals, CRM, issuance platforms, and sales tools.
- Improve process TATs (issuance, endorsements, documentation) to enhance partner and customer experience.
6. Compliance, Governance & Portfolio Quality
- Ensure 100% adherence to IRDAI regulations, partner code of conduct, and organizational policies.
- Monitor risk selection, loss ratios, and product suitability across channels.
- Lead audit preparedness, compliance reviews, and corrective action planning.
- Uphold a culture of ethical selling, transparency, and data integrity.
Key Performance Indicators (KPIs)
Business KPIs
- Total GWP (new business + renewals) vs. annual targets
- Product mix and penetration across GI lines
- Region-wise performance contribution
Productivity & Activation
- Active partner productivity (Agent / POSP / Broker)
- Activation and retention ratios
- Funnel conversions and average ticket size
Portfolio Quality
- Renewal retention %, lapse control
- Risk selection and claims trend improvement
Operational Excellence
- TAT improvement across issuance, endorsements, and claims coordination
- MIS accuracy, digital adoption scores
- Compliance audit ratings and regulatory adherence
Skills & Competencies
Domain Expertise
- Comprehensive understanding of GI products: Motor, Health, Fire, Engineering, Marine, Liability
- Strong knowledge of IRDAI guidelines, broking norms, and Agency/PoSP frameworks
- Familiarity with underwriting principles and documentation processes
Leadership & Strategic Skills
- P&L ownership and strategic planning
- Multi-channel distribution leadership
- Partner ecosystem management and key account strategy
- Strong commercial acumen and negotiation capability
Execution & Behavioural Strengths
- Sales forecasting, funnel governance, and performance analytics
- Ability to lead large field teams and influence external partners
- Strong communication, relationship building, and stakeholder management
- Decision-making, problem-solving, and high ownership mindset
- Customer-centric and compliance-driven approach
