Head - Group Sales Non Broking

Aditya Birla Group

Fresher

India

Posted 3 hours ago

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Job Description

1) Job Purpose

To lead the Agency-led Group Sales business and deliver sustainable, profitable growth across Agency and Banca non-broking channels through disciplined execution, stronger activation and productivity, and rigorous sales governance. The role is accountable for achieving the approved business plan, maintaining portfolio MCR below 95%, improving renewal retention, accelerating digital and wellness adoption, and building a future-ready leadership pipeline across the function.

2) Dimensions

Dimension	Scope
Business Workforce Number	.To be provided
Unit Workforce Number	.To be provided
Function Workforce Number	.To be provided
Department Workforce Number	.To be provided
Other Quantitative Parameters	Pan-India Agency and Banca non-broking Group Sales portfolio approved annual business plan, revenue and renewal targets portfolio MCR 95% Wellness revenue through OPD Express app downloads and DHA adoption activation, productivity and channel profitability measures. Exact values: .To be provided

3) Job Context & Major Challenges

Business Context

The Group Health Insurance market is characterised by intense price competition, rising medical inflation, greater buyer scrutiny, increasing expectations of seamless servicing and a stronger focus on demonstrable health and wellness outcomes. Sustainable growth therefore requires a calibrated balance between top-line delivery, portfolio quality, renewal retention and channel economics. For the Agency and Banca non-broking segments, the growth agenda must be pursued through wider partner activation, higher frontline productivity, disciplined opportunity conversion and sharper selection of profitable business, while embedding digital and wellness propositions into the customer and partner experience.

Organisational Context

Reporting to the Head - Group Sales, the role provides enterprise-wide leadership to the Agency Group Sales channel and translates the Group Sales strategy into zonal and regional execution. The position leads Zonal / Regional Group Sales Heads and the Lead - Group Sales Operations, and works closely with Underwriting, Actuarial, Operations, Finance, Customer Service, Products, Wellness, Digital, Marketing, HR and partner-facing teams. The role influences commercial choices, operating cadence, resource deployment and leadership capability across geographies, while ensuring that growth decisions remain aligned to profitability, governance and customer commitments.

Functional Context

The role owns the end-to-end sales mandate for Agency and Banca non-broking group business, including business planning, partner and market strategy, pipeline governance, activation, productivity, portfolio profitability, renewals, digital adoption and Wellness revenue. It establishes consistent sales standards and review mechanisms across regions, uses data to identify performance gaps and directs timely corrective action. The role must create joint ownership with cross-functional stakeholders for quote quality, turnaround, onboarding, servicing, claims experience and renewal outcomes, while building confident regional leaders and a strong succession bench.

Major Challenges

Delivering the defined business plan in highly competitive Agency and Banca markets without compromising pricing discipline, risk quality or portfolio MCR below 95%.
Improving activation and productivity across a geographically dispersed and heterogeneous partner network with varying capability, opportunity maturity and digital readiness.
Protecting renewal retention amid medical inflation, experience-led repricing, competitive displacement and evolving customer expectations on service and wellness value.
Creating consistent sales governance, data quality and forecast reliability across zones while retaining sufficient agility for local market opportunities.
Aligning Sales, Underwriting, Operations, Finance, Customer Service, Wellness and Digital teams on commercially viable solutions, turnaround commitments and issue resolution.
Accelerating OPD Express revenue, app downloads and DHA adoption by converting digital and wellness propositions from add-on offerings into integral drivers of partner and customer value.
Building successors and young talent while sustaining leadership bandwidth, accountability and execution intensity across the sales organisation.

4) Key Result Areas

Key Result Areas	Supporting Actions
1. Profitable Business Plan Delivery	. Deliver the approved Agency and Banca non-broking Group Sales plan across premium / revenue, customer acquisition, segment mix and geography. . Translate the annual plan into zonal and regional scorecards, market priorities, partner plans and a visible execution cadence. . Direct resource and leadership attention toward high-potential opportunities while maintaining disciplined pipeline quality and conversion. . Own corrective actions for material plan variances and provide timely, fact-based outlooks to the Head - Group Sales.
2. Portfolio Profitability and MCR Governance	. Ensure business sourced is aligned with the planned portfolio economics and maintain MCR below 95% through prudent business selection and active portfolio management. . Institutionalise pre-quote and deal-quality governance covering risk profile, pricing adequacy, benefit design, commercial terms and implementation feasibility. . Review profitability by partner, segment, geography and cohort with Underwriting, Actuarial and Finance, and act on adverse trends early. . Balance growth and retention decisions with long-term channel value, capital discipline and responsible business practices.
3. Renewal Retention and Customer Franchise	. Own the renewal book strategy and improve retention through early renewal planning, risk-based prioritisation and senior stakeholder engagement. . Create a structured renewal calendar with clear accountability for experience analysis, proposal readiness, negotiation and closure. . Partner with servicing, claims, customer experience and wellness teams to address recurring pain points that affect renewal confidence. . Use lost-case and non-renewal analysis to strengthen proposition, service delivery and future retention actions.
4. Channel Activation, Productivity and Profitability	. Increase the number and quality of active Agency and Banca partners through segmented activation plans and focused opportunity development. . Establish productivity benchmarks for sales leaders, frontline teams and partners, and drive improvement through funnel, conversion and activity analytics. . Evaluate channel economics, acquisition costs and partner contribution to improve the profitability and scalability of the distribution model. . Champion replicable practices across zones and intervene decisively where activation or productivity remains below plan.
5. Sales Governance, Forecasting and Operating Discipline	. Build a consistent governance architecture covering pipeline hygiene, forecast accuracy, deal approvals, sales conduct, documentation and management reviews. . Lead weekly / monthly business reviews with sharp focus on outcomes, risks, decisions, owners and closure of actions. . Ensure compliance with applicable internal policies, regulatory requirements and delegated authorities across the sales lifecycle. . Use dashboards and exception-based reviews to improve transparency, accountability and speed of decision-making.
6. Digital and Wellness Adoption	. Deliver Wellness revenue targets through OPD Express and integrate the proposition into acquisition, engagement and renewal conversations. . Drive app downloads and DHA adoption through partner-led and customer-led campaigns, onboarding journeys and usage governance. . Partner with Digital, Wellness, Product and Marketing teams to remove adoption barriers and sharpen the value proposition using customer insights. . Measure adoption, engagement, conversion and revenue outcomes, and scale interventions that demonstrate business and customer impact.
7. Strategic Partnerships and Cross-functional Execution	. Build senior-level relationships with priority Agency and Banca partners and shape joint business plans that improve growth, activation and economics. . Influence Underwriting, Operations, Finance, Customer Service, Product and Claims stakeholders to deliver competitive yet sustainable solutions. . Escalate and resolve structural issues affecting quote turnaround, onboarding, servicing, partner confidence or customer outcomes. . Represent channel priorities in enterprise forums and ensure decisions are translated into accountable field execution.
8. Leadership, Succession and Capability	. Build a high-accountability leadership culture across zones and regions with clear outcomes, regular coaching and differentiated performance management. . Identify at least one credible successor for critical roles, including the incumbent role, and review readiness through documented development actions. . Infuse and develop young talent through purposeful deployment, stretch assignments, mentoring and exposure to strategic business forums. . Ensure relevant L&D interventions and coverage for self and team, and track application of learning to measurable business outcomes.

5) Job Purpose of Direct Reports

Direct Report	Job Purpose
Zonal / Regional Group Sales Heads	To lead Agency and Banca non-broking Group Sales within the assigned geography, delivering the agreed business, profitability, renewal and activation agenda. The role drives partner productivity, sales governance, digital and wellness adoption, cross-functional execution and team capability in line with national channel priorities.
Lead - Group Sales Operations	To enable reliable and scalable channel execution through planning, MIS, pipeline and forecast governance, review cadence, process standardisation and decision support. The role strengthens data quality, operational controls and action closure, while coordinating with sales and cross-functional teams to improve productivity, turnaround and management visibility.

6) Relationships

Relationship Type / Stakeholder	Frequency	Nature
Internal - Head - Group Sales	Weekly / Monthly	Align on strategy, business plan, outlook, profitability, material deals, risks, resource priorities and leadership interventions.
Internal - Zonal / Regional Group Sales Heads	Weekly ongoing	Set priorities, review performance and pipeline, coach leaders, resolve execution barriers and maintain accountability for business and people outcomes.
Internal - Group Sales Operations	Daily / Weekly	Govern MIS, pipeline hygiene, forecast, dashboards, review rhythm, action tracking, sales processes and data-led decision support.
Internal - Underwriting and Actuarial	Weekly deal-based	Align on risk selection, pricing adequacy, benefit design, portfolio experience, MCR trajectory and sustainable renewal solutions.
Internal - Operations, Customer Service and Claims	Weekly / Monthly	Improve onboarding, policy issuance, service delivery, claims experience, escalations and root-cause resolution that influence retention.
Internal - Finance and Business Planning	Monthly / Quarterly	Review plan achievement, revenue, MCR, channel economics, budgets, forecasts and profitability interventions.
Internal - Wellness, Digital, Product and Marketing	Fortnightly / Monthly	Deliver OPD Express revenue, app downloads and DHA adoption shape propositions, campaigns, journeys and adoption analytics.
Internal - HR and L&D	Monthly / Quarterly	Drive organisation structure, workforce planning, talent reviews, succession, young-talent development, performance and learning coverage.
External - Senior leaders of Agency and Banca partners	Monthly / Quarterly need-based	Build strategic relationships, agree joint business plans, improve activation and productivity, govern service commitments and protect channel economics.
External - Corporate clients / advisers, where relevant	Deal / Renewal based	Support strategic acquisition and renewal conversations, articulate integrated insurance-wellness value and resolve material commercial or experience issues.
External - Industry forums / service ecosystem, as authorised	Need-based	Develop market intelligence, evaluate relevant practices and represent the organisation within approved mandates and governance standards.