National Account Manager

• Job Title: National Account Manager

Location: Pan India -Reporting @ Head Office:

Department: Institutional Sales / Strategic Partnerships

Reports To: Head Corporate Sales / Strategic Alliances

Job Summary

The National Account Manager will be responsible for driving life insurance business across India by managing and expanding relationships with a designated group entity (e.g., a sister company within the same conglomerate). This role involves strategic planning, stakeholder engagement, and execution of sales initiatives to maximize penetration and revenue from the group entity's ecosystem.

Key Responsibilities

• Account Ownership & Strategy

• Develop and execute a national-level business plan for the assigned group entity.

• Identify cross-sell and up-sell opportunities across the entity's employee base, customer base, and distribution channels.

• Team building

• Build a strong team to work together with the Group companys agents and employees

• Motivate and continuously drive the team towards achieving superior productivity.

• Stakeholder Management

• Build strong relationships with senior leadership and operational teams within the group entity.

• Act as the single point of contact for all life insurance-related initiatives and escalations.

• Sales Enablement

• Collaborate with internal teams (product, underwriting, marketing) to tailor offerings for the group entity.

• Drive training, awareness, and engagement programs for the entity's staff and customers.

• Performance Monitoring

• Track and report KPIs including premium collection, policy issuance, persistency, and customer satisfaction.

• Ensure compliance with regulatory and internal standards.

• Innovation & Growth

• Propose new product ideas, bundling strategies, and digital solutions to enhance value for the group entity.

• Explore untapped segments within the entity (e.g., retirees, channel partners, vendors).

• Qualifications & Skills

• Bachelor's degree (MBA preferred)
• 712 years of experience in life insurance, institutional sales, or strategic account management
• Agency experience in a leadership role is desirable
• Proven success in managing large accounts or group relationships
• Strong communication, negotiation, and stakeholder management skills
• Ability to travel across India as needed
• Familiarity with IRDAI regulations and insurance operations

Preferred Attributes

• Experience working within a conglomerate or managing intra-group business
• Exposure to bancassurance, affinity partnerships, or employee benefit programs
• Tech-savvy with an understanding of digital distribution and CRM tools

For a National Account Manager in a life insurance company in India, managing business within a group entity, the Key Performance Indicators (KPIs) should reflect strategic relationship management, revenue generation, operational efficiency, and compliance. Here's a comprehensive breakdown:

Key Performance Indicators (KPIs)

Business Growth & Revenue

• Annual Premium Equivalent (APE): Total new business premium generated from the group entity.
• Renewal Premiums: Persistency and renewal rates of policies sold through the group entity.
• Cross-sell Ratio: Number of policies sold per customer or employee within the group entity.
• Channel Penetration: Percentage of group entity branches, employees, or customers actively engaged in insurance products.

Relationship & Stakeholder Management

• Engagement Score: Feedback from key stakeholders within the group entity (e.g., satisfaction surveys, NPS).
• Activation Rate: Number of new touchpoints or departments within the group entity onboarded for insurance sales.
• Strategic Initiatives Delivered: Number and impact of customized campaigns, bundled offerings, or co-branded programs executed.

Operational Excellence

• Turnaround Time (TAT): Average time taken for policy issuance, claims processing, and service requests.
• Training & Enablement: Number of training sessions conducted for group entity staff; percentage of trained personnel.
• Digital Adoption: Usage of digital tools, portals, or apps by the group entity for insurance transactions.

Compliance & Risk

• Regulatory Adherence: Zero non-compliance incidents with IRDAI or internal audit standards.
• Data Accuracy: Error rate in submitted applications or documentation.
• Fraud Detection & Prevention: Number of flagged or prevented fraudulent cases.

Team & Collaboration

• Internal Coordination Score: Feedback from internal teams (e.g., underwriting, claims, product) on collaboration effectiveness.
• Project Delivery Timelines: On-time execution of strategic projects involving multiple departments.