JOB DESCRIPTION
Reports To
Head – Broking
Company
Axis Max Life insurance
Function/ Department
CABR
Date (JD written on)
24 Apr 2025
1. JOB PURPOSE
(Summarize in one statement why the job exists; and how it contributes to theoverall objective of the company)
The Head - Wealth Partnerships will lead the build-out, scale-up, and performance of the wealth distribution vertical focused on High Net WorthIndividuals (HNIs) through wealth partners, private wealth firms, family office networks, securities firms, wealth-tech platforms, and select banking/IFA ecosystems. The role will own partner strategy, revenue delivery, product fitment, operating model, governance, and team build-out for life insurance solutions distributed through the wealth channel.
2. PRINCIPAL ACCOUNTABILITIES
(Accountabilities associated with the job)
Build Wealth Business
- Build a scalable wealth vertical for sourcing HNI and UHNI life insurance business through institutional and strategic wealth partners
- Drive premium, case size, persistency, partner productivity, and share of wallet in the wealth segment
- Create a differentiated insurer proposition for wealth distributors through product positioning, service standards, and relationship coverage
- Establish a compliant and profitable operating model for sourcing protection, savings, retirement, legacy, and estate-linked insurance solutions
Channel Strategy and Build-out
Define the wealth channel strategy covering partner archetypes such as private wealth firms, broker-led wealth distributors, national distributors, family office platforms, securities houses, and digital-led wealth ecosystems- Prioritize target partners based on HNI client base, adviser productivity, geographic presence, product suitability, operating readiness, and economics
- Develop the go-to-market roadmap for launch, scale-up, segmentation, and partner coverage model
Partnership Management
- Onboard, and grow strategic wealth partners for life insurance distribution
- Negotiate commercials, business terms, operating SLAs, training commitments, and governance structures with partners
- Develop senior-level relationships with founders, CEOs, business heads, product heads, compliance teams, and top advisers within partner organizations
- Create joint business plans and review mechanisms with each key partner
HNI Proposition and Product Alignment
- Work closely with product teams to position life insurance solutions relevant to HNI use cases such as wealth preservation, succession planning, legacy creation, tax-efficient long-term allocation, retirement income, and key-person or estate planning needs
Ensure suitability-driven sales positioning across participating, non-par, annuity, term, and other approved solutions as relevant to the target segment- Build partner-specific sales narratives, case studies, need-based pitches, and client conversation frameworks for advisers
- Provide market feedback to product and underwriting teams on HNI client expectations, ticket sizes, medical requirements, and service gaps
Sales Governance and Execution
- Drive partner productivity through activation plans, adviser engagement, joint client meetings, case discussions, and focused opportunity pipelines
- Review funnel metrics such as lead generation, meetings, proposal conversion, issued premium, turnaround time, and early claims/service indicators
- Ensure strong controls around quality of advice, sales suitability, documentation, AML/KYC coordination, and partner conduct
- Work with underwriting, operations, and service teams to improve issuance experience for large-ticket and complex HNI cases
Team Leadership
- Build and lead a high-quality team covering partner acquisition, relationship management, sales support, training, and strategy/MIS
- Set performance scorecards, span design, review cadence, and incentive architecture for the team
- Coach front-line and mid-level managers on HNI selling, partner management, and solutioning
Compliance and Risk
- Ensure channel operations remain aligned with IRDAI rules, internal governance norms, partner due diligence standards, and customer suitability expectations
- Work with compliance and legal teams on partner contracting, solicitation norms, training certifications, and audit readiness
- Maintain a strong balance between growth, quality, and reputational risk management
3. Candidate Profile
- 15 to 18+ years of experience in life insurance, wealth distribution, private banking, or financial distribution
- Strong experience in building or managing wealth, broker, banking wealth, national distributor, or alternate channels
- Demonstrated success in acquiring and scaling institutional partnerships
- Strong understanding of HNI customer behavior, wealth advisory models, and insurance product fitment
- Experience handling large-ticket life insurance cases, partner negotiations, and senior stakeholder engagement
- Strong grasp of operating metrics such as APE, case size, productivity, persistency, conversion, and channel economics
- Good understanding of regulatory and compliance requirements in insurance distribution
- Preferred exposure to HNI/UHNI segments, family offices, private wealth ecosystems, or open architecture distribution models
4. Education
- MBA / PGDM from a reputed institution preferred
- Graduation in business, finance, economics, or related discipline
- Relevant certifications in financial planning, wealth management, or insurance may be advantageous
5. Stakeholders
(Highlight key relations to be managed by the job holder in performing his/ her role)
Internal:
Senior Leadership Team (SVP Head -CABR, Chief Business Office (CBO)
Sales Team
Cross-functional Team (FPNA, Finance, HR, IT, Marketing)
External:
Measure of Success:
o Channel Set-up (Manpower deployment), Successful Onboarding of Partners
o Delivery of Yr. 1 business plan
Other Dimensions
Total Team Size: (Over next 12-18 months): 15-20 FLS + 3 AHs- Number of Direct Reports: 3 AHs
- Total team Size (Direct & Indirect): Yr. 1 - 15
- Business Opportunity: Yr. 1 16 Cr., Yr. 2 40 Cr. (over next 18-24 months)
- No. of geographies: National Role
