Role Purpose
Build and institutionalize a data-driven distribution operating system across retail channels. The role will act as the central engine for distribution strategy execution, performance management, productivity improvement, business diagnostics, and transformation initiatives.
The objective is to improve productivity, conversion, persistency, partner engagement, and distribution economics through disciplined execution, analytics, field insights, and cross-functional collaboration.
This role is not a sales ownership role. It is a business excellence and execution role that works closely with channel heads to improve business outcomes.
Key Responsibilities
Distribution Strategy & Execution
- Translate business priorities into channel-specific execution plans
- Identify growth opportunities across agency, banca, brokers, POSP and emerging channels
- Drive execution of strategic initiatives across retail distribution
Distribution Excellence & Performance Management
- Build and institutionalize a robust performance management framework
- Track productivity, conversion, persistency, recruitment quality, activation and profitability metrics Establish early warning indicators and management dashboards
- Drive interventions to improve channel productivity and business quality
Business Analytics & Diagnostics
- Build actionable insights from channel, geography, product and partner-level data
- Diagnose performance gaps and identify root causes
- Recommend and monitor corrective actions with business teams
- Improve management visibility through structured reporting and analytics
Governance & Operating Rhythm
- Establish weekly, monthly and quarterly business review mechanisms
- Track execution of agreed actions and business priorities
- Ensure accountability and timely course correction across channels
- Support leadership reviews and strategic decision-making
Field Diagnostics & Market Feedback
- Conduct regular field visits across geographies and channels
- Engage with distributors, advisors, branch teams and partners
- Validate insights through direct market interactions
- Create structured feedback loops for product, process and channel improvements
Business Transformation & Strategic Projects
- Lead high-priority transformation initiatives across distribution
- Work with Product, Operations, Marketing, Technology and Customer Service teams
- Drive productivity, process and capability enhancement projects
- Support new business models, channel experiments and distribution innovations
Leadership Support
- Act as a strategic thought partner to leadership
- Support business planning, growth initiatives and transformation agenda
- Drive fact-based decision-making through analytics and market insights
Success Measures
- Improvement in channel productivity metrics
- Improved conversion and persistency ratios
- Faster identification and resolution of business issues
- Strong adoption of data-driven management practices
- Improved partner and distributor engagement
- Successful execution of transformation initiatives
- Creation of scalable distribution management systems
Candidate Profile
Experience
- 12–20 years of experience in Life Insurance or Financial Services consulting (8 years +)
- Strong understanding of retail distribution channels including Agency, Banca and Brokers
- Experience in distribution excellence, sales effectiveness, business transformation, strategy execution, productivity management or business planning
Key Skills
- Strong analytical and problem-solving ability
- Excellent project management and execution capability
- Ability to influence senior stakeholders without formal authority
- Strong understanding of distribution economics and productivity drivers
- Comfortable working with data, dashboards and business analytics
- Strong field orientation and customer/distributor understanding
Leadership Traits
- High ownership mindset
- Bias for action and execution discipline
- Structured thinker with strong follow-through
- Comfortable operating in ambiguity
- Able to balance strategic thinking with operational execution
- Strong collaborator across functions and channels
