Description:

Position Overview:

You will own the development and scaling of institutional client acquisition within the NBFC, MFI, lending, and broker ecosystem. The mandate requires building high-value partnerships that drive both distribution scale and sustainable revenue across insurance broking and technology-led solutions.

This is a P&L-linked role with direct accountability for topline growth, margin discipline, and long-term account value. The position demands navigating complex stakeholder environments, structuring commercially viable partnerships, and aligning internal capabilities to deliver integrated solutions.

The role extends beyond acquisition into lifecycle ownershipensuring that partnerships translate into scalable, profitable, and repeatable business outcomes.

Key Responsibilities:

- Drive acquisition of enterprise and mid-market clients across NBFCs, MFIs, lending platforms, and broker networks

- Build and convert a high-quality pipeline aligned to group insurance, credit life, general insurance, and embedded solutions

- Structure and negotiate partnerships that balance scale, profitability, and long-term strategic alignment

- Own end-to-end account lifecycle, including onboarding, solution deployment, and performance management

- Deliver P&L outcomes across client portfolios, with a focus on revenue growth, margin optimisation, and renewals

- Lead cross-functional alignment across product, technology, operations, legal, and finance to ensure execution integrity

- Build and scale high-performance teams where applicable, with clear accountability for outcomes

- Leverage market intelligence, data, and competitive insights to refine acquisition strategy and positioning

Critical Success Factors:

- Ability to translate market opportunity into an executable acquisition strategy

- Depth in institutional sales within financial services ecosystems

- Commercial judgment in structuring profitable, scalable partnerships

- Consistent delivery of revenue outcomes in complex, multi-stakeholder environments

- Capacity to operate with ownership in a high-growth, evolving organisation

- Alignment with a solution-led, ecosystem-driven approach to insurance distribution

Education and Experience:

- 8 - 15 years of experience in business development or enterprise sales within Insurance, Insurance Technology, Financial Services, NBFCs, or MFIs

- Demonstrated experience in Group Credit Life or related insurance products

- Track record of engaging with senior decision-makers and closing high-value partnerships

- Experience in P&L ownership and team leadership (for senior mandates)

- Exposure to embedded insurance or ecosystem partnerships is advantageous

Essential Skills and Competencies:

Functional Expertise:

- Institutional client acquisition and partnership development

- Group insurance products, particularly credit life

- Revenue ownership and P&L management

- Understanding of insurance distribution and embedded models

Strategic Skills:

- Market mapping and opportunity prioritisation

- Partnership structuring and commercial negotiation

- Scaling acquisition models across geographies and segments

- Data-informed decision-making

Behavioural Strengths:

- Ownership orientation with outcome focus

- High resilience in ambiguous, fast-scaling environments

- Structured thinking with execution discipline

- Credibility in senior stakeholder interactions

Leadership Capabilities:

- Ability to build and lead performance-driven teams

- Cross-functional influence without formal authority

- Decision-making under complexity and scale constraints

- Balancing growth ambition with operational discipline