Role: B2B Sales Manager

Title: Chief Manager / AVO

Department: Corporate Solutions Group (CSG Sales)

Sub Department: CSG Sales

Work Location: Residnecy Road, Bengaluru

Education: 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 current 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

📌 Chief Manager / AVPB Sales - Bangalore 1 (Residency Road) (Bengaluru)
🏢 Kotak Life Insurance
📍 Bengaluru