Aditya Birla Insurance - Corporate Sales Manager

Job Purpose:

This role is responsible for carrying out activities towards bringing in new corporate clients business for ABIBL. The role will build a leads pipeline, liaise with the placement and quotes team for getting competitive quotes, support negotiations with the insurers, and ensure timely premium payment and policy endorsements. The role will also ensure smooth handover of client relationship and servicing needs post-sale to the retention team for enabling efficient query resolution for clients, and renewals for next year.

Key Result Areas:

Key Result Areas Supporting Actions

- Generating leads and developing business

- Build a pipeline of leads by interacting with insurers, Third Party Administrators (TPAs) and past contacts, and carrying out coldcalling

- Share pipeline for next 3 months with manager, and discuss strategy for target accounts

- Fix appointments with potential client and go for meetings

- Understand details around client need, existing policy terms and portfolio information

- Gather information from online sources and from the client (eg. policy document), and share with the placement and quotes team

- Study the gap analysis report to understand business risk, and present the same to the client

- Upload terms and policy requirements on the QMS system to share with the quotes team

- Present the Quotes Comparison Report (QCR) to the client

- Negotiate terms and premium amount with the insurers, as required

- Collect and document feedback from the client, in cases that the business is lost, and maintain tracker for next year

- Share final terms with the quotes team, and collect the premium payment cheque from the client

- Send the cheque to the insurer, and upload a scanned copy on the QMS system

- Ensure that the insurer shares a signed stamped copy of the cheque

- Ensure a held cover letter from the insurer is received for interim cover, as required in different cases

- Fill the sales template on the system and attach important documents to share with the operations team for booking the revenue

- Follow up with the insurer for the policy document

- Share the final policy document with the client after scrutiny by the quotes team, and upload a copy on the system

Client Servicing & Cross Selling :

- Draw-up an annual calendar for value-add activities in consultation with the client (starting with policy awareness)

- Respond to escalations (eg. for endorsements, claims settlement, queries, new business or other issues) received from clients in a prompt manner

- Share contact details with client for relevant stakeholders at ABIBL along with the escalation matrix

- Liaise with the insurer and claims team for facilitating claims settlement, or other stakeholders for ensuring quick resolution of the issue

- Collaborate with the retention team for a smooth transition of the client

Key Stakeholder:

Relationship Management :

- Build and maintain relationships with key stakeholders at the insurance companies to ensure competitive quotes are received in a timely manner

- Visit insurance companies regularly to ensure continuous engagement with different stakeholders

- Keep abreast with the new products in the market, along with an understanding of the lines of business currently being focused on by the insurers