Engage existing clients through warm introductions from the client servicing team to identify cross-sell opportunities
Conduct need-based discovery conversations (over phone, video, or in-person) to understand the client and business, risk profile, and existing coverage
Pitch relevant products based on the client & industry, size, regulatory environment, and contracts
Coordinate with internal product and underwriting teams to build competitive, customised proposals and work closely with sales team to drive sales closure
Relationship Management
Build rapport with CFOs, risk managers, operations heads, and other key decision-makers within the client base
Maintain regular touchpoints with assigned accounts to stay top-of-mind for upcoming renewals or additional coverage needs
Handle basic objections around pricing, coverage scope, and perceived need, escalating complex queries to the sales and underwriting teams.
RM Coordination & Stakeholder Management
Coordinate with relationship managers (client servicing team) to schedule client introductions and align on timing and context before each engagement
Brief RMs after client interactions, ensure they are always aware of conversations happening within their accounts
Operate with discretion and respect for existing client relationships (the RM remains the primary relationship holder)
Flag any client sensitivities or concerns to the RM promptly so the broader relationship is protected
Pipeline & Process Discipline
Churn existing database to identify accounts with cross-sell potential in relevant categories
Maintain accurate and up-to-date records of all interactions, proposals, and follow-ups in the CRM
Track your pipeline stage by stage and flag at-risk deals early
Meet monthly targets for conversations, proposals, and premium conversions across the assigned client base.
Qualifications
3-4 years of experience in pre-sales/ sales, (preferably B2B sales, insurance sales, or financial services)
Required Skills
Excellent internal stakeholder management
Comfort engaging with senior business stakeholders (CFOs, Founders, HR/Admin heads)
Strong verbal communication skills- clear, confident, and consultative
Comfort working in a multi-stakeholder environment, should be able to coordinate with internal RMs while independently managing client conversations
Self-starter attitude, should be able to manage your own schedule across field and inside sales days
