Function Purpose The function aims to create a consistent pipeline of qualified business opportunities for the sales and business development team by identifying potential clients, generating leads and building a strong prospect database.

The function focuses on market research, prospect identification, outbound communication and lead qualification to support the organisation's business growth objectives. It acts as the first point of engagement with prospective clients and contributes towards expanding the company's market reach and improving sales conversion opportunities.

Role Purpose The purpose of this role is to identify, generate, qualify and nurture potential business leads for the organisation's insurance broking business.

The individual will be responsible for researching prospective clients, identifying key decision-makers, initiating contact through various communication channels and understanding their insurance requirements to assess business potential.

The role will work closely with the sales and business development teams to ensure a regular flow of relevant and qualified leads, enabling the sales team to focus on client engagement, business acquisition and revenue generation.

Key Expectations of the Role

Lead Generation and Prospect Identification

- Identify potential corporate and individual clients for the organisation's insurance broking services.
- Generate leads through online research, databases, professional networks, industry directories, referrals and other relevant sources.
- Identify prospects across relevant business segments and industry verticals.
- Build and maintain a robust pipeline of potential business opportunities.





Market Research and Database Development

- Conduct research to identify target companies, industries and potential business opportunities.
- Identify key decision-makers such as HR Heads, Finance Heads, CFOs, Admin Heads and other relevant stakeholders.
- Develop, update and maintain an accurate database of prospective clients.
- Gather relevant information about companies, their business profiles and potential insurance requirements.
- Identify market trends and opportunities that can support business development initiatives.

Outbound Calling and Initial Engagement

- Initiate contact with prospective clients through telephone calls, emails, LinkedIn and other professional communication channels.
- Introduce the organisation and its insurance broking capabilities to potential clients.
- Generate interest in the company's insurance solutions and services.
- Establish initial engagement and create opportunities for further discussions with the sales team.
- Follow up with prospects to maintain engagement and identify potential business requirements.

Lead Qualification

- Understand the prospect's business profile and potential insurance requirements.
- Identify the nature of insurance requirements, existing insurance arrangements and renewal timelines, wherever possible.




- Assess the prospect's business potential, interest level and readiness for further engagement.
- Classify leads based on agreed qualification parameters and lead scoring criteria.
- Ensure that only relevant and qualified leads are passed on to the sales team.

Sales Team Coordination and Lead Handover

- Coordinate with the sales and business development team for lead allocation and follow-ups.
- Ensure timely handover of qualified leads along with relevant prospect information.
- Schedule meetings and facilitate initial discussions between prospects and the sales team.
- Track lead progress and obtain feedback from the sales team on lead quality and conversion potential.
- Work towards improving the quality and relevance of leads generated.

Lead Nurturing and Follow-ups

- Maintain regular communication with prospects who are not immediately ready for business discussions.
- Follow up on prospective opportunities based on identified requirements and renewal timelines.
- Build and maintain a healthy pipeline of future business opportunities.
- Re-engage dormant or previously contacted prospects wherever appropriate.

MIS, Reporting and Performance Management

- Maintain daily, weekly and monthly lead generation reports.
- Track key performance indicators such as leads generated, qualified leads, meetings scheduled and lead conversion ratios.
- Maintain accurate records of calls, emails, follow-ups and prospect interactions in the CRM or designated tracking system.
- Monitor lead generation productivity against defined targets.
- Share regular updates and reports with the reporting manager.

📌 Pre Sales and Lead Generation (Mumbai)
🏢 Anand Rathi Insurance Brokers
📍 Mumbai