AVP/VP - Corporate Business Development (Commercial Lines)

Role & responsibilities

• BUSINESS DEVELOPMENT
• Prepare, maintain, and expand database of target corporate clients for Direct business of company for Delhi market
• Contact, connect and engage with prospective clients and introduce General Insurance Products
• Establish relationship with the key people in target organizations, who are the decision makers and key influencers for the Employee Benefits  & General Insurance Products
• Establish the credentials of the Direct department among the decision makers and influencers as the port of call for group benefit programs

• Achieve target annual revenue for Direct business of company from the Delhi market.

• ACCOUNT MANAGEMENT

• Coordinate appropriately with Direct sales team of company on the P&C side to support them to get entry to the client to present companys solutions for P&C insurance programs

• Work with the P&C team to ensure that company becomes the sole broker for all insurance programs for each corporate client.

• DEVELOPMENT OF company VALUE PROPOSITION

• Develop deep understanding of each Direct service of and understand how they create solutions / values for the client organizations for their EB & General Insurance Products
• Create framework to convince our potential clients about the value of our solutions and how they are superior to other insurance brokers in the market

• Maintain and enhance deep knowledge about the competitive scenario in the insurance broking market, business potential, client expectations, products and services of insurers and TPAs.

• RELATIONSHIP MANAGEMENT WITH INSURERS and TPAs

• Maintain strong working relation with preferred insurers for each product to ensure company receives the best quotes and services from the insurers
• Manage relationship with the insurers on a regular basis through regular interactions with underwriters, branch managers, zonal managers, DGMs, and GMs

• Provide inputs to Direct department management about any new products and/or services that are launched by insurers and TPAs for corporates and other group customers.

• GENERAL BUSINESS FUNCTIONS

• Work with the senior management of the company on a detailed sales plan for the year and ensure regular reporting of progress vis--vis the plan
• Maintain detailed records of interactions with each client including detailed note of each meeting
• Support marketing department for organizing client meets
• Provide feedback to management and marketing department on competitive environment, and new products, services, and pricing demands from the customers

• Contribute with ideas and suggestions for continuous improvement of the services and customer offerings of the Direct department

• BUSINESS

• Corporate, B2B sales
• Team management
• Impeccable written and spoken communication skills
• Strong professional networking
• Multilingual
• Ability to assess all aspects of a business situation before taking any decision
• Excellent Analytical Ability
• Meticulous in business record keeping
• Ability to develop strong product & service understanding
• Effective negotiation skills
• Self-driven to exceed customer expectations (internal & external)
• Excellent ability in Time Management & Prioritization
• TECHNICAL
• Well versed with Windows Operating Platform
• Highly proficient in MS Office Platform MS Excel, MS Office, MS PowerPoint, MS Outlook

• Capability to adopt to and work with new technology platforms.

• AS AN INDIVIDUAL CONTRIBUTOR

• At least 6 years of exclusive B2B sales experience in the corporate sector for any service industry company which required Direct interaction with key decision makers and influencers in the HR, Finance, and Procurement departments
• Of the 6 years of B2B sales experience, in banking sectors handling corporate SMEs, etc.
• Experience in concept selling of services and convincing clients about the value of the services for the client organizations
• Existing business relationship with decision makers and influencers with at least 50 major corporate clients in the Delhi market
• Should have at least 30 major corporates in Delhi area as his/her client in the last two years
• Experience in dealing with multiple business functions sales, operations, finance, servicing during the professional career will be preferred
• AS A BUSINESS MANAGER
• Couple of years of mentoring and managing a B2B sales and ensuring that they achieve their business targets will be a preferred,
• TOTAL YEARS OF PROFESSIONAL EXPERIENCE
• Total professional experience should at least 7-8 years, out of which at least 6 years should be in corporate sales in the Delhi area