Area Head Corporate Business

Area Head Corporate Business-MNC Brokers

Description

1. Sales planning

• Study and research the market - growth, competitors, broker ecosystem, past performance etc. Based on this, propose the targets for the region to Senior Management. Discuss and align on the targets including renewal versus fresh premium, projections by month, composition by different lines of insurance etc.
• Break down the targets by brokers, lines of business and allocate to the team.
• Analyze the past performance and relationship with each broker. Make plans for increasing/ decreasing business with existing brokers and signing up new brokers.

2. Sales management

• Track renewals and new deals in the pipeline. Create a weekly plan for numbers to be achieved and communicate to the team. Through the week, track achievement against the plan. Follow up on commitments and speak to concerned team members to double down the efforts and ensure that targets are met.
• Regularly engage in discussions with team on prospects, closures and commitments, hits and misses. Provide guidance to the team. Ensure that each LoB and location is achieving its targets. Identify and share best practices across teams.
• Conduct regular meetings and conference calls with brokers. Collect market intelligence. Educate and engage the brokers. Share collateral and product information through mailers. Discuss what support they require from the organization; identify action areas for brokers and the organizational team.
• Meet customers of the brokers to pitch the insurance solutions, address clarifications and help to close deals, renewals etc.
• Work with the Underwriting team to determine quotes for various policy proposals. Build in market intelligence and customer perspective to create competitive pricing.  

3. Business health and operations

• Analyze profitability figures for every LoB, office, key clients and region. Understand issues in claims. Derive learnings and drive adjustments to ensure profitability.
• Engage with brokers and clients on any policy related issues, claims etc. Work with Claims team to address issues and resolve problems.
• Track the commissions of brokers. Ensure that the codes have been generated and that commissions are paid out. Resolve any conflicts or escalations.
• Work with brokers to drive new systems and processes in order to increase ease of transactions, sharing of information etc.
• Work with Operations team to identify and resolve issues, streamline processes etc. 
• Address any errors or escalations in policy issuance.
• Meet new brokers and evaluate. Sign up new brokers. Drive the onboarding and activation.

4. Team Management and Coaching

• Participate in selection process to identify the right talent for positions within the team
• Determine individual training needs and development plans to build expertise and enhance skills in the team

Set objectives, conduct reviews and close appraisal processes for the team as per timelines

Skills Required

sales planning, Relationship Management

Education/Qualification

Graduation/PG

Desirable Skills

None