Job Title: AVP/DVP - Distribution Sales
Location: Delhi/Mumbai
Reports to: Business Head
Position Type: Full-time
Job Overview
The Business Development Lead will act as the front-line hunter responsible for opening doors, initiating conversations, and creating qualified opportunities across NBFCs, MFIs, FinTechs and other BFSI segments.
This role focuses on the top of the funnel identifying prospects, generating interest, presenting DocOnline's propositions, and progressing opportunities until they are ready for deep-dive discussions with the Business Head. This role is responsible for end-to-end ownership of the opportunity during the Hunting, Activation, and Nurturing phases, after which qualified and active accounts will be seamlessly handed over to the Sales Team for longterm relationship management and growth.
The candidate must be highly proactive, structured in follow-ups, and strong in communication, with a deep understanding of how large BFSI organisations evaluate partnership proposals.
Key Responsibilities
1. Door Opening & Outreach
- Identify and prioritise potential NBFCs, MFIs, FinTechs and other BFSI segments.
- Conduct research on prospect needs, business models, and partnership potential.
- Initiate conversations through emails, calls, LinkedIn, and industry networking.
- Build relationships with key decision-makers (Product, Partnerships, Strategy, CXO offices).
- Schedule first-level introductions between prospects and the Business Head.
2. Proposal Management
- Draft and send customised proposals aligned to each segment's value proposition.
- Ensure proposals are acknowledged, understood, and clarified where required.
- Maintain structured documentation of proposals, stages, discussions, and next steps.
- Track proposal movement diligently no delays, no drop-offs.
3. Conducting Initial Meetings
- Independently lead first-round meetings with prospects.
- Present DocOnline's offerings, case studies, partner outcomes, and commercial models.
- Capture prospect requirements, gaps, and expectations in structured notes.
- Share insights with the Business Head to refine next-stage proposals.
4. Proposal Progression & Collaboration
- Work closely with the Business Head to take opportunities to the next stage.
- Ensure readiness for deep-dive meetings (context briefs, data, commercial inputs).
- Coordinate with internal teams (Product, Ops, Medical, CX, Finance) for proposal refinement.
- Maintain a single-window view of pipeline status and movement.
- Ensure seamless handover to Business Head once the opportunity reaches advanced evaluation.
Key Requirements
Experience
- 10+ years in Business Development, Partnerships, or B2B Sales within Insurance, HealthTech, BFSI, or related domains.
- Demonstrated experience in initiating and managing enterprise-level opportunities.
Skills
- Excellent communication, storytelling, and presentation skills.
- Strong stakeholder engagement with senior leaders across BFSI.
- Deep understanding of insurance & BFSI ecosystem (product, process, competition, regulatory landscape).
- Ability to draft sharp proposals and articulate business value clearly.
- Strong organisational discipline for tracking opportunities and follow-ups.
Education
- Bachelor's degree in Business, Marketing, Finance, or related fields (MBA preferred but not mandatory).
Other Attributes
- Self-driven, with a hunter mindset.
- Proactive, persistent, and structured in outreach.
- Ability to juggle multiple conversations and priorities simultaneously.
- High ownership ethos and ability to work independently.
