What are we looking for?

The Channel Development Manager is responsible for expanding, nurturing, and driving productivity across partner-led distribution channels. The role focuses on developing strategic alliances, improving partner capability, ensuring compliance, and driving consistent business growth through partner networks.

What does the job entail?

Key Responsibilities

1. Partner Acquisition & Onboarding

- Identify and acquire new partners (agencies, brokers, corporate partners, financial distributors).
- Conduct due‑diligence checks and ensure smooth onboarding as per company guidelines.
- Deploy partner launch plans including initial training, product familiarization, and operational setup.

2. Business Development & Revenue Growth

- Drive sales targets through partner channels by creating monthly and quarterly business plans.
- Monitor partner performance, productivity ratios, and sales KPIs (case count, ANP, product mix).
- Implement partner‑specific business development strategies to maximize potential in assigned geography.

3. Relationship Management

- Ensure strong engagement with key stakeholders at partner organizations (owners, branch heads, senior management).
- Conduct periodic business reviews to analyze performance, gaps, and growth opportunities.
- Address partner escalations promptly and maintain a healthy working relationship.

4. Channel Training & Capability Building

- Deliver structured training programs on products, sales processes, compliance norms, and customer service standards.
- Strengthen partner advisor/agent capability through continuous coaching, workshops, and field support.
- Support partners in their recruitment of advisors/agents and enable their productivity ramp-up.

5. Compliance,



Governance & Quality

- Ensure 100 percent adherence to regulatory requirements (IRDAI standards, company policies, documentation compliance).
- Monitor partner sales practices to mitigate mis‑selling risks and uphold quality business.
- Conduct periodic audits and compliance checks across partner locations.

6. Market Intelligence & Strategic Inputs

- Track competitor activities, emerging channel opportunities, and market trends.
- Provide data-driven insights to senior leadership for strategic decision making.
- Recommend new partner models, initiatives, and channel development strategies.

7. Cross-functional Coordination

- Collaborate with training, operations, underwriting, and marketing teams for partner support.
- Work with regional heads and zonal leadership to implement channel-specific interventions.

Work Experience

Skills Required

- Channel relationship management.
- Business planning & market expansion.
- Robust analytical & problem‑solving skills.
- Excellent communication & interpersonal capability.
- Ability to train and influence partners.
- Ownership, execution focus, and ability to work in a fast-paced environment.

Essential Qualification

- 4–8 years of experience in Life Insurance / BFSI sector.
- Strong experience in partner channel management (Agency, Corporate Agency, Brokers, Alliances).
- Exposure to field sales and partner development.

Preferred Skills

Key Metrics (KRAs/KPIs)

- Partner channel business growth (ANP/Case Count).
- Number of active partners and partner productivity.
- Advisor/agent activation & retention.
- Compliance score and quality metrics.
- Channel diversification and market expansion metrics.
- Month-on-month improvement in partner sales operational metrics.

📌 Channel Development Manager - Agency - Business Partner (Channel Development Manager) (Chennai)
🏢 HDFC Life
📍 Chennai