Even | Sales Head – B2C Indirect Channel

2 weeks ago

bangalore, India Even Full time

Position Title: Sales Head – B2C Indirect Channel (Health Insurance)

Department: Sales and Distribution

Location: Pan India (with extensive travel)


Job Summary

The Sales Head for this Channel is responsible for strategizing, leading, and driving the performance of the agency sales channel across the country. The role involves overseeing the recruitment, training, and productivity of advisors and agency leaders, ensuring alignment with the company’s business goals and compliance standards.


Key Responsibilities


1. Strategic Leadership

Develop and execute a robust sales strategy for the indirect/agency channel to achieve organizational goals in revenue, market share, and customer acquisition. Identify and expand market opportunities to grow the Indirect Channel Network (agents, brokers, DSAs, Financial advisors, stock brokers, mutual fund agents, CAs, Drs, Pharmacy stores, and Diagnostic set ups) Define and monitor key performance indicators (KPIs) for recruitment, sales, retention, and agent productivity.


2. Sales Management

Set annual, quarterly, and monthly sales targets for regions and branches in accordance with the company direction. 

Ensure consistent achievement of sales goals through effective planning and monitoring ensure 100% adherence to adoption of CRM Implement strategies to enhance cross-selling and upselling of health insurance products.


3. Channel Development

Oversee the recruitment, training, and development of agents and agency managers to build a strong and sustainable network. Design and execute motivational programs, incentives, and recognitions to boost agent engagement and productivity. Ensure a high level of retention among high-performing agents and agency leaders.


4. Collaboration and Stakeholder Management

Coordinate with product, marketing, and operations teams to ensure the availability of appropriate tools, resources, and promotional materials. Act as a bridge between field teams and senior leadership to address challenges and ensure alignment of goals. Engage with regulatory bodies and ensure compliance with IRDAI and other statutory norms.


5. Market Analysis and Innovation

Conduct competitive analysis to understand industry trends, competitor activities, and customer preferences.

Innovate distribution strategies to adapt to evolving market demands and customer behaviors (it is expected to identify some of the GTMs which have not been tried by legacy companies). Drive the adoption of technology to enhance agent productivity and customer experience


6. Budgeting & Data management

Prepare detailed reports on sales performance, market trends, and operational challenges for senior management

Manage the agency channel’s budget, ensuring cost efficiency and maximum ROI

Adopt a data-centric approach for all important KPIs. Drive CRM adoption to enhance data visibility around all important sales-related activities

Hands on with Google sheet, excel & PowerPoint


Qualifications

  • Education: MBA/PGDM in Sales, Marketing, or Business Management.
  • Experience: Minimum 6 years of experience in sales, with at least 3 years in a senior leadership role managing large teams in the insurance or financial services sector.
  • Proven experience in building and managing an agency sales channel is preferred
  • Proven experience in building distribution for FMCG, Telecom or D2C will also be preferred
  • Startup experience, and willingness to relocate to Bangalore will be a plus. 


Key Skills

  • Strong leadership and team management abilities.
  • Excellent interpersonal and communication skills.
  • Analytical mindset with expertise in sales forecasting and performance analysis.
  • Ability to work under pressure and handle multiple priorities.
  • Deep understanding of health insurance products, IRDAI regulations, and market dynamics.
  • Proficiency in using CRM and sales management tools.


Personal Attributes

  • High energy and passion for building and motivating teams.
  • Customer-focused with a solution-oriented approach.
  • Adaptability to a fast-paced, target-driven environment.


Compensation and Benefits

  • Competitive salary and performance-linked incentives including stock options along with other benefits aligned with industry standards.
  • This role requires extensive travel across regions to oversee channel operations and ensure alignment with national sales strategies.


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