Job Purpose To lead the Agency-led Group Sales business and deliver sustainable, profitable growth across Agency and Banca non-broking channels through disciplined execution, stronger activation and productivity, and rigorous sales governance. 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 future-ready leadership pipeline across the function.
Unit Workforce Number
~ Pan-India Agency and Banca non-broking Group Sales portfolio; 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 top-line delivery, portfolio quality, renewal retention and channel economics. For the Agency and Banca non-broking 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.
Reporting to the Head - Group Sales, the role provides enterprise-wide 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, Finance, Customer Service, Products, Wellness, Digital, Marketing, HR and partner-facing teams. The role influences commercial choices, operating cadence, resource deployment and leadership capability across geographies, while ensuring that growth decisions remain aligned to profitability, governance and customer commitments.
The role owns the end-to-end sales mandate for Agency and Banca non-broking group business, including business planning, partner and market strategy, pipeline governance, 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 cross-functional stakeholders for quote quality, turnaround, onboarding, servicing, claims experience and renewal outcomes, while building confident regional leaders and a strong succession bench.
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, opportunity maturity and digital readiness.
Protecting renewal retention amid medical inflation, experience-led repricing, competitive displacement and evolving customer expectations on service and wellness value.
Creating consistent sales governance, data quality and forecast reliability across zones while retaining sufficient agility for local market opportunities.
Aligning Sales, Underwriting, Operations, Finance, 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 add-on 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.
Supporting Actions
Deliver the approved Agency and Banca non-broking Group Sales plan across premium / revenue, customer acquisition, segment mix and geography.
Direct resource and leadership attention toward high-potential opportunities while maintaining disciplined pipeline quality and conversion.
Own corrective actions for material plan variances and provide timely, fact-based outlooks to the Head - Group Sales.
Ensure business sourced is aligned with the planned portfolio economics and maintain MCR below 95% through prudent business selection and active portfolio management.
Institutionalise pre-quote and deal-quality governance covering risk profile, pricing adequacy, benefit design, commercial terms and implementation feasibility.
Review profitability by partner, segment, geography and cohort with Underwriting, Actuarial and Finance, and act on adverse trends early.
Balance growth and retention decisions with long-term channel value, capital discipline and responsible business practices.
Renewal Retention and Customer Franchise
Own the renewal book strategy and improve retention through early renewal planning, risk-based prioritisation and senior stakeholder engagement.
Create a structured renewal calendar with explicit 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 lost-case and non-renewal analysis to strengthen proposition, service delivery and future retention actions.
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.
Sales Governance, Forecasting and Operating Discipline
Build a consistent governance 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.
Digital and Wellness Adoption
Drive app downloads and DHA adoption through partner-led and customer-led campaigns, onboarding journeys and usage governance.
Partner with Digital, Wellness,



Product and Marketing teams to remove adoption barriers and sharpen the value proposition using customer insights.
Influence Underwriting, Operations, Finance, 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.
Build a high-accountability leadership culture across zones and regions with clear outcomes, regular coaching and differentiated performance management.
Infuse and develop young talent through purposeful deployment, stretch assignments, mentoring and exposure to strategic business forums.
Zonal / Regional Group Sales Heads
To lead Agency and Banca non-broking Group Sales within the assigned geography, delivering the agreed business, profitability, renewal and activation agenda. The role drives partner productivity, sales governance, digital and wellness adoption, cross-functional 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 governance, review cadence, process standardisation and decision support. The role strengthens data quality, operational controls and action closure, while coordinating with sales and cross-functional teams to improve productivity, turnaround and management visibility.
~ Internal - Head - Group Sales
Align on strategy, business plan, outlook, profitability, material deals, risks, resource priorities and leadership interventions.
Internal - Zonal / Regional Group Sales Heads
Set priorities, review performance and pipeline, coach leaders, resolve execution barriers and maintain accountability for business and people outcomes.
Internal - Group Sales Operations
Govern MIS, pipeline hygiene, forecast, dashboards, review rhythm, action tracking, sales processes and data-led decision support.
Internal - Underwriting and Actuarial
Align on risk selection, pricing adequacy, benefit design, portfolio experience, MCR trajectory and sustainable renewal solutions.
Internal - Operations, Customer Service and Claims
Improve onboarding, policy issuance, service delivery, claims experience, escalations and root-cause resolution that influence retention.
Internal - Finance and Business Planning
Internal - Wellness, Digital, Product and Marketing
Drive organisation structure, workforce planning, talent reviews, succession, young-talent development, performance and learning coverage.
Build strategic relationships, agree joint business plans, improve activation and productivity, govern service commitments and protect channel economics.
Support strategic acquisition and renewal conversations, articulate integrated insurance-wellness value and resolve material commercial or experience issues.
External - Industry forums / service ecosystem, as authorised
Develop market intelligence, evaluate relevant practices and represent the organisation within approved mandates and governance standards.
~ Head - Group Sales
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Head - Agency Group Sales
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Zonal / Regional Group Sales Heads | Lead - Group Sales Operations
Field

📌 Head Of Sales/ Sales Team Manager (India)
🏢 Aditya Birla Health Insurance Company
📍 India