1. Job Purpose

Key Account Lead – West is responsible for managing, growing, and strengthening relationships with major NBFCs and national-level distribution partners based out of West Zone. This role drives revenue delivery, partner strategy, planning & execution of strategic initiatives (digitization, identifying new revenue streams, designing & executing sales choreography etc). Position holder ensures smooth coordination between internal teams and partner organizations while delivering consistent performance, operational efficiency, and compliance with IRDAI norms.The incumbent is accountable for P&L;, zone productivity, capability building, and long-term business sustainability.

1. Major Responsibilities

1. Partner Relationship Management

- Develop and manage relationships with key national accounts to drive long-term business growth in Credit Life
- Build and maintain robust relationships with partner CXOs, regional heads, and functional teams.
- Align partner priorities with Channel goals through structured engagement.
- Identify new business opportunities within existing accounts and work towards expanding counter share.

2. Revenue Growth & Business Delivery

- Own national revenue targets (New Business, Renewal) from assigned accounts/partners.
- Develop and execute partner -specific business plans and growth strategies.
- Drive product & value penetration, counter share and channel productivity.

3. Partner Strategy & Joint Business Planning

- Conduct annual & quarterly joint business planning meeting with partner leadership.
- Identify new revue opportunities.
- Monitor performance, track KPIs, and implement corrective actions proactively.

4. Compliance, Governance & Documentation

· Represent the Key Accounts function in Monthly Business Reviews and other leadership forums by presenting account performance, competitive analysis,



and strategic updates to the CEO, CFO, and CBO.

· Collaborate with Pricing, Actuarial, Product, and Business Development teams to design tailored product solutions, develop business proposals, and support commercial negotiations.

· Ensure partners comply with IRDAI guidelines, internal governance norms, and audit requirements.

· Oversee onboarding formalities, agreements, licensing, and documentation.

· Conduct periodic compliance checks and support audit readiness

5. Market Insights & Competitor Tracking

- Monitor market trends, competitor initiatives, and industry developments.
- Share insights with Product, Digital, and Marketing teams to support innovation.
- Identify portfolio risks and opportunities for deeper collaboration.

6. Stakeholder & Team Coordination

- Work with zonal, regional sales teams to drive value and counter share penetration at the ground level.
- Provide leadership, guidance, and motivation to regional stakeholders to drive broker performance.
- Conduct training sessions, capability programs, and partner engagement initiatives.

7. Team Leadership & People Development

- Build, mentor, and lead a high-performing teams of KAMs
- Drive a culture of accountability, collaboration, and performance excellence.
- Develop talent pipelines and strengthen capability within the KAM function.

8. Operations, Process Strengthening & Support

- Coordinate with internal teams—Underwriting, Claims, Operations, Finance—to ensure smooth issuance, servicing, and payouts.
- Resolve escalations quickly and strengthen partner experience.
- Track and improve SLA metrics, TAT, and operational efficiency.

4. STAKEHOLDERS

Internal:

· Chief Business Officer – Partnership Channel, CFO, Head – Pricing, Head- Products, SVP & Head -Credit Life

External:

· CXO/Founder Level with partner institutions

· Zonal & Regional Leadership at partner institutions

📌 Key Account Manager - Group Business (Maharashtra)
🏢 Axis Max Life Insurance
📍 Maharashtra