Manager - Corporate Sales Insurance (Direct B2B)
at insurance broking
Position: Corporate Sales (Direct B2B)
Location : Mumbai
Experience: 6 to 12 years
Job Purpose
Drive business growth by acquiring and managing Large Corporate and SME clients while expanding Insurance Brokers & presence in the commercial insurance market. The role is responsible for generating revenue, developing long-term client relationships, and delivering
risk management solutions across multiple insurance product lines.
Key Responsibilities
Business Development & Revenue Growth
Acquire and develop Large Corporate and SME accounts to achieve assigned revenue and profitability targets.
Identify new business opportunities, emerging market segments, and growth areas within the commercial insurance space.
Build a strong pipeline of prospects through networking, referrals, industry associations, and direct business development initiatives.
Drive client retention, cross-selling, and up-selling opportunities to maximize account value.
Consultative Sales & Risk Advisory
Engage with CXOs, CFOs, HR Heads, Finance Leaders, Procurement Teams, and Business
Owners to understand business risks and insurance requirements.
Provide customized risk management and insurance solutions rather than competing solely on price.
Deliver end-to-end insurance advisory services, including risk assessment, policy structuring, and coverage optimization.
Product Portfolio Management
Promote and grow business across key commercial insurance lines, including:
Property Insurance
Marine Insurance
Employee Benefits (Group Mediclaim, Group Personal Accident, Group Term Life, etc.)
Liability Insurance (Directors & Officers Liability, Public Liability, Professional Indemnity,
Cyber Liability, Product Liability, etc.)
Other Commercial & Specialty Insurance Solutions
Client Relationship Management
Build and maintain strong relationships with key decision-makers across client
organizations.
Act as a trusted advisor and primary point of contact for corporate clients.
Ensure exceptional client servicing and timely resolution of customer requirements.
Business Operations & Stakeholder Management
Coordinate with underwriting, placement, claims, servicing, and operations teams for
seamless execution of business.
Ensure profitable business growth by maintaining an optimal product mix and healthy portfolio quality.
Monitor business performance and take corrective actions to achieve both top-line and bottom-line objectives.
Compliance & Governance
Adhere to company policies, operational processes, and internal controls.
Ensure full compliance with IRDAI regulations, insurance broking guidelines, and statutory requirements.
Maintain high standards of ethical business conduct and corporate governance.
Key Performance Indicators (KPIs)
New Client Acquisition
Revenue Generation (Top Line)
Portfolio Profitability (Bottom Line)
Client Retention Ratio
Cross-Sell & Upsell Revenue
Product Mix Penetration
Collection Efficiency
Customer Satisfaction & Service Excellence
Qualifications
Graduate in any discipline.
MBA/PGDM in Marketing, Sales, Finance, or Insurance preferred.
Experience
Proven experience in Corporate Sales, Commercial Insurance, Employee Benefits, or Risk Advisory.
Strong network among corporate clients, SMEs, and decision-makers.
Experience in General Insurance, Insurance Broking, or Financial Services industry preferred.
Required Skills & Competencies
Strong understanding of commercial insurance products and risk management concepts.
Knowledge of IRDAI regulations and the Indian insurance market.
Excellent consultative selling, negotiation, and presentation skills.
Strong relationship management and stakeholder engagement abilities.
Business acumen with focus on revenue growth and profitability.
Ability to work in a fast-paced, target-driven environment.
Proficiency in CRM platforms, sales tools, and Microsoft Office applications.
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