Institutional Sales Manager

Role: B2B Sales Lead

Title: Chief Manager

Department: Corporate Solutions Group (CSG Sales)

Work Location: Gurugram

Education: Post Graduate

Experience: 6 years +

Role Purpose

The role holder will be responsible for retaining, and acquiring Group Term Life business by managing relationships with brokers, corporate clients, and channel partners. The incumbent will support the complete sales lifecycle including prospecting, solutioning, proposal coordination, pricing discussions, policy issuance, and post-sales servicing. The role requires strong stakeholder management, analytical ability, and coordination skills to ensure effective closure and servicing of GTL opportunities.

Key Responsibilities

Business Development & Sales

• Generate Group Term Life business through insurance brokers, intermediaries, and direct corporate clients.
• Build and maintain relationships with key decision-makers within client organizations.
• Identify new business opportunities and create a robust prospect pipeline.
• Participate in client meetings, presentations, and business discussions to understand client requirements and propose suitable GTL solutions.
• Work towards achieving assigned sales and revenue targets.

Broker & Client Management

• Develop strong relationships with broker partners to enhance business inflows.
• Act as the single point of contact for allocated clients and brokers.
• Ensure prompt resolution of client and partner queries.
• Facilitate renewals and retention of existing GTL accounts.

Proposal & Operations Coordination

• Coordinate with underwriting, actuarial, operations, legal, and servicing teams for proposal preparation and policy issuance.
• Follow up on quotations, documentation, policy issuance, endorsements, and renewals.
• Track business opportunities and ensure timely movement through the sales funnel.
• Monitor service delivery to clients and ensure adherence to agreed timelines.

Data Analysis & Reporting

• Prepare business MIS, opportunity trackers, sales reports, and renewal dashboards.
• Analyze business data using Excel to identify trends, opportunities, and performance gaps.
• Maintain accurate records of client interactions, proposals, and business updates.
• Support management with periodic business reviews and presentations.

Communication & Documentation

• Draft professional emails, proposals, presentations, and business communications.
• Ensure clear and effective communication with internal and external stakeholders.
• Maintain high-quality documentation and records for business transactions.

Key Deliverables

• Achievement of GTL business targets.
• Growth in broker and direct client portfolio.
• Renewal retention and persistency of GTL accounts.
• Timely turnaround of quotations and policy issuance.
• Effective stakeholder management and customer satisfaction.
• Accurate business reporting and MIS management.

Key Skills & Competencies

Functional Skills

• Knowledge of Group Term Life Insurance products.
• Understanding of corporate insurance and employee benefit solutions.
• Sales and relationship management.
• Proposal management and business coordination.
• MIS and reporting