Sales Manager - Group Business ( GTLI)

Job Description

Role Purpose

The Sales Manager will be responsible for driving new business acquisition and revenue growth in the Group Business segment, with a primary focus on Group Term Life Insurance (GTLI). The role involves identifying and acquiring corporate clients, engaging with insurance brokers and consultants, understanding employee benefit requirements, and delivering customized insurance solutions to achieve business targets.

Key Responsibilities

Business Acquisition

• Generate new business opportunities in the Group Term Life Insurance (GTLI) segment.
• Prospect and acquire corporate clients, SMEs, startups, educational institutions, associations, and affinity groups.
• Build a strong sales pipeline through direct client acquisition, broker partnerships, referrals, and networking activities.
• Conduct client meetings, need-analysis discussions, and solution presentations.
• Drive the complete sales cycle from lead generation to policy issuance.

Broker & Partner Management

• Develop and maintain relationships with insurance brokers, consultants, and corporate intermediaries.
• Identify opportunities through broker networks and ensure effective engagement.
• Support brokers with product information, quotations, and sales presentations.

Client Relationship Management

• Establish relationships with HR Heads, Finance Heads, CXOs, and decision-makers.
• Understand client employee benefit requirements and recommend appropriate GTLI solutions.
• Coordinate with underwriting, operations, and servicing teams to ensure timely policy issuance and customer support.
• Drive persistency and renewal retention of existing accounts.

Sales Planning & Execution

• Achieve assigned premium, revenue, and productivity targets.
• Maintain a healthy sales funnel and ensure regular follow-up on prospects.
• Track market opportunities and competitor activities.
• Prepare sales forecasts, pipeline reports, and business updates.

Compliance & Process Adherence

• Ensure adherence to regulatory guidelines, company policies, and documentation requirements.
• Maintain accurate records in CRM and internal systems.
• Ensure timely submission of proposals and policy-related documents.

Eligibility Criteria

Education

• Graduate in any discipline.
• MBA/PGDM preferred.

Experience

• 4-5 years of minimum experience in B2B sales, corporate sales, employee benefits, group insurance, or financial services.
• Prior experience in Group Term Life Insurance (GTLI), Group Health Insurance, Employee Benefits, or Corporate Insurance sales is preferred.

Required Skills

• Strong corporate sales and business development capabilities.
• Excellent relationship-building and stakeholder management skills.
• Strong presentation, negotiation, and closing skills.
• Understanding of employee benefits and group insurance products.
• Ability to work independently in a target-driven environment.
• Good communication and interpersonal skills.

Key Performance Indicators (KPIs)

• New Business Premium (NBP) achievement.
• Number of new corporate accounts acquired.
• GTLI business sourced through direct and broker channels.
• Sales pipeline generation and conversion ratio.
• Renewal retention and account growth.
• Activity metrics (client meetings, presentations, broker engagements).

Ideal Candidate: A highly motivated sales professional with a hunter mindset, strong corporate networking skills, and a proven track record in B2B acquisition sales within insurance, employee benefits, banking, or financial services.

More Info

Education