About the role
Role: B2B Sales Manager Title: Chief Manager / AVO Department: Corporate Solutions Group (CSG Sales) Sub Department: CSG Sales Work Location: Residnecy Road, BengaluruEducation: 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