1) Job Purpose To lead the Agencyled Group Sales business and deliver sustainable, profitable growth across Agency and Banca nonbroking channels through disciplined execution, stronger activation and productivity, and rigorous sales goverce. The role is accountable for achieving the approved business plan, maintaining portfolio MCR below 95%, improving renewal retention, accelerating digital and wellness adoption, and building a futureready leadership pipeline across the function.

2) Dimensions

Dimension

Scope

Business Workforce Number To be provided

Unit Workforce Number To be provided

Function Workforce Number To be provided

Department Workforce Number To be provided

Other Quantitative Parameters

PanIndia Agency and Banca nonbroking Group Sales portfolio; approved annual business plan, revenue and renewal targets; portfolio MCR

3) Job Context & Major Challenges

Business Context The Group Health Insurance market is characterised by intense price competition, rising medical inflation, greater buyer scrutiny, increasing expectations of seamless servicing and a stronger focus on demonstrable health and wellness outcomes. Sustainable growth therefore requires a calibrated balance between topline delivery, portfolio quality, renewal retention and channel economics. For the Agency and Banca nonbroking segments, the growth agenda must be pursued through wider partner activation, higher frontline productivity, disciplined opportunity conversion and sharper selection of profitable business, while embedding digital and wellness propositions into the customer and partner experience.

Organisational Context

Reporting to the Head Group Sales, the role provides enterprisewide leadership to the Agency Group Sales channel and translates the Group Sales strategy into zonal and regional execution. The position leads Zonal / Regional Group Sales Heads and the Lead Group Sales Operations, and works closely with Underwriting, Actuarial, Operations, Fice, Customer Service, Products, Wellness, Digital, Marketing, HR and partnerfacing teams. The role influences commercial choices, operating cadence, resource deployment and leadership capability across geographies, while ensuring that growth decisions remain aligned to profitability, goverce and customer commitments.

Functional Context The role owns the endtoend sales mandate for Agency and Banca nonbroking group business, including business planning, partner and market strategy, pipeline goverce, activation, productivity, portfolio profitability, renewals, digital adoption and Wellness revenue. It establishes consistent sales standards and review mechanisms across regions, uses data to identify performance gaps and directs timely corrective action. The role must create joint ownership with crossfunctional stakeholders for quote quality, turnaround, onboarding, servicing, claims experience and renewal outcomes, while building confident regional leaders and a strong succession bench.

Major Challenges

- Delivering the defined business plan in highly competitive Agency and Banca markets without compromising pricing discipline, risk quality or portfolio MCR below 95%.
- Improving activation and productivity across a geographically dispersed and heterogeneous partner network with varying capability, chance maturity and digital readiness.
- Protecting renewal retention amid medical inflation, experienceled repricing, competitive displacement and evolving customer expectations on service and wellness value.
- Creating consistent sales goverce, data quality and forecast reliability across zones while retaining sufficient agility for local market opportunities.
- Aligning Sales, Underwriting, Operations, Fice, Customer Service, Wellness and Digital teams on commercially viable solutions, turnaround commitments and issue resolution.
- Accelerating OPD Express revenue, app downloads and DHA adoption by converting digital and wellness propositions from addon offerings into integral drivers of partner and customer value.
- Building successors and young talent while sustaining leadership bandwidth, accountability and execution intensity across the sales organisation.

4) Key Result Areas

Key Result Areas

Supporting Actions

1. Profitable Business Plan Delivery





Deliver the approved Agency and Banca nonbroking Group Sales plan across premium / revenue, customer acquisition, segment mix and geography.

Translate the annual plan into zonal and regional scorecards, market priorities, partner plans and a visible execution cadence.

Direct resource and leadership attention toward highpotential opportunities while maintaining disciplined pipeline quality and conversion.

Own corrective actions for material plan variances and provide timely, factbased outlooks to the Head Group Sales.

2. Portfolio Profitability and MCR Goverce

Ensure business sourced is aligned with the planned portfolio economics and maintain MCR below 95% through prudent business selection and active portfolio management.

Institutionalise prequote and dealquality goverce covering risk profile, pricing adequacy, benefit design, commercial terms and implementation feasibility.

Review profitability by partner, segment, geography and cohort with Underwriting, Actuarial and Fice, and act on adverse trends early.

Balance growth and retention decisions with longterm channel value, capital discipline and responsible business practices.

3. Renewal Retention and Customer Franchise

Own the renewal book strategy and improve retention through early renewal planning, riskbased prioritisation and senior stakeholder engagement.

Create a structured renewal calendar with clear accountability for experience analysis, proposal readiness, negotiation and closure.

Partner with servicing, claims, customer experience and wellness teams to address recurring pain points that affect renewal confidence.

Use lostcase and nonrenewal analysis to strengthen proposition, service delivery and future retention actions.

4. Channel Activation, Productivity and Profitability

Increase the number and quality of active Agency and Banca partners through segmented activation plans and focused opportunity development.

Establish productivity benchmarks for sales leaders, frontline teams and partners, and drive improvement through funnel, conversion and activity analytics.

Evaluate channel economics, acquisition costs and partner contribution to improve the profitability and scalability of the distribution model.

Champion replicable practices across zones and intervene decisively where activation or productivity remains below plan.

5. Sales Goverce, Forecasting and Operating Discipline

Build a consistent goverce architecture covering pipeline hygiene, forecast accuracy, deal approvals, sales conduct, documentation and management reviews.

Lead weekly / monthly business reviews with sharp focus on outcomes, risks, decisions, owners and closure of actions.

Ensure compliance with applicable internal policies, regulatory requirements and delegated authorities across the sales lifecycle.

Use dashboards and exceptionbased reviews to improve transparency, accountability and speed of decisionmaking.

6. Digital and Wellness Adoption

Deliver Wellness revenue targets through OPD Express and integrate the proposition into acquisition, engagement and renewal conversations.

Drive app downloads and DHA adoption through partnerled and customerled campaigns, onboarding journeys and usage goverce.

Partner with Digital, Wellness, Product and Marketing teams to remove adoption barriers and sharpen the value proposition using customer insights.

Measure adoption, engagement, conversion and revenue outcomes, and scale interventions that demonstrate business and customer impact.

7. Strategic Partnerships and Crossfunctional Execution

Build seniorlevel relationships with priority Agency and Banca partners and shape joint business plans that improve growth, activation and economics.

Influence Underwriting, Operations, Fice, Customer Service, Product and Claims stakeholders to deliver competitive yet sustainable solutions.

Escalate and resolve structural issues affecting quote turnaround, onboarding, servicing, partner confidence or customer outcomes.





Represent channel priorities in enterprise forums and ensure decisions are translated into accountable field execution.

8. Leadership, Succession and Capability

Build a highaccountability leadership culture across zones and regions with clear outcomes, regular coaching and differentiated performance management.

Identify at least one credible successor for critical roles, including the incumbent role, and review readiness through documented development actions.

Infuse and develop young talent through purposeful deployment, stretch assignments, mentoring and exposure to strategic business forums.

Ensure relevant L&D; interventions and coverage for self and team, and track application of learning to measurable business outcomes.

5) Job Purpose of Direct Reports

Direct Report

Job Purpose

Zonal / Regional Group Sales Heads To lead Agency and Banca nonbroking Group Sales within the assigned geography, delivering the agreed business, profitability, renewal and activation agenda. The role drives partner productivity, sales goverce, digital and wellness adoption, crossfunctional execution and team capability in line with national channel priorities.

Lead Group Sales Operations To enable reliable and scalable channel execution through planning, MIS, pipeline and forecast goverce, review cadence, process standardisation and decision support. The role strengthens data quality, operational controls and action closure, while coordinating with sales and crossfunctional teams to improve productivity, turnaround and management visibility.

6) Relationships

Relationship Type / Stakeholder

Frequency

Nature

Internal Head Group Sales

Weekly / Monthly

Align on strategy, business plan, outlook, profitability, material deals, risks, resource priorities and leadership interventions.

Internal Zonal / Regional Group Sales Heads

Weekly; ongoing

Set priorities, review performance and pipeline, coach leaders, resolve execution barriers and maintain accountability for business and people outcomes.

Internal Group Sales Operations

Daily / Weekly

Govern MIS, pipeline hygiene, forecast, dashboards, review rhythm, action tracking, sales processes and dataled decision support.

Internal Underwriting and Actuarial

Weekly; dealbased

Align on risk selection, pricing adequacy, benefit design, portfolio experience, MCR trajectory and sustainable renewal solutions.

Internal Operations, Customer Service and Claims

Weekly / Monthly

Improve onboarding, policy issuance, service delivery, claims experience, escalations and rootcause resolution that influence retention.

Internal Fice and Business Planning

Monthly / Quarterly

Review plan achievement, revenue, MCR, channel economics, budgets, forecasts and profitability interventions.

Internal Wellness, Digital, Product and Marketing

Fortnightly / Monthly

Deliver OPD Express revenue, app downloads and DHA adoption; shape propositions, campaigns, journeys and adoption analytics.

Internal HR and L&D;

Monthly / Quarterly

Drive organisation structure, workforce planning, talent reviews, succession, youngtalent development, performance and learning coverage.

External Senior leaders of Agency and Banca partners

Monthly / Quarterly; needbased

Build strategic relationships, agree joint business plans, improve activation and productivity, govern service commitments and protect channel economics.

External Corporate clients / advisers, where relevant

Deal / Renewal based

Support strategic acquisition and renewal conversations, articulate integrated insurancewellness value and resolve material commercial or experience issues.

External Industry forums / service ecosystem, as authorised

Needbased

Develop market intelligence, evaluate relevant practices and represent the organisation within approved mandates and goverce standards.

7) Organizational Relationships

MANAGER

Head Group Sales

ROLE

Head Agency Group Sales

DIRECT REPORTS

Zonal / Regional Group Sales Heads | Lead Group Sales Operations

SIGNOFF

Field

Job Holder

Reports to Manager

Name

Signature

Date

Disclaimer: This job posting and Location has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.

📌 Head - Group Sales Non Broking (Sambhajinagar)
🏢 Aditya Birla Insulators
📍 Sambhajinagar