Senior Director – Insurance and Payer Growth

Seeking a Senior Director—Insurance and Payer Growth to lead the business with health insurers and other payer organizations in India. The role focuses on converting advanced relationships with leading Indian health insurers into contracted and activated deployments, establishing broad institutional sponsorship, and expanding successful relationships across products, populations, and business units. The incumbent will independently engage chief executives and functional leaders across claims, underwriting, product, medical management, distribution, corporate business, retail business, finance, technology, and compliance to drive commercial conversion, account expansion, and market development.

Responsibilities

• Own and nurture the client's strategic relationships with priority health insurers, building strong ties with CEOs and relevant functional executives.
• Develop multiple senior sponsors within each insurer to avoid reliance on a single internal champion.
• Represent the client independently in executive meetings and strategic negotiations, maintaining a clear understanding of each insurer's commercial priorities, operating model, member populations, and decision structure.
• Convert mature discussions into signed and activated business by defining commercial scope, target population, contracting pathway, implementation sequence, governance, and expansion potential.
• Coordinate internal stakeholders to resolve commercial, operational, data, legal, and implementation requirements, ensuring every major opportunity has a defined economic buyer, decision process, next decisive action, and target closure date.
• Protect sustainable commercial economics while responding appropriately to partner requirements.
• Create a multi‑year expansion plan for every priority insurer, identifying opportunities across retail, group, corporate, chronic‑care, claims, and other relevant insured populations.
• Move initial engagements toward larger deployments where performance supports expansion, and identify insurer‑led access to large corporate and group‑health populations.
• Lead renewal, cross‑sell, and multi‑year commercial discussions.
• Develop a tightly prioritized next‑wave insurer pipeline, identifying changes in payer priorities that may create opportunities for the client.
• Build relationships with relevant insurance‑industry stakeholders and advisers, strengthening the client's credibility as a metabolic‑care partner within the Indian payer ecosystem.
• Establish executive‑governance mechanisms with each major insurer, tracking contracted value, activated populations, commercial progress, renewal, and expansion.
• Ensure claims‑related value propositions are measured through agreed methodologies and are not presented as guaranteed outcomes.
• Provide accurate pipeline, risk, and decision visibility to India leadership.
• Complete account and stakeholder maps for all priority insurers within the first 90 days.
• Establish an account‑specific closure and expansion plan for each relationship and confirm unresolved decisions, internal sponsors, commercial value, and expected timelines.
• Conduct senior executive discussions with each priority insurer and progress each opportunity toward commercial closure, deployment, or a clearly documented decision pathway.
• Establish a weekly insurer‑growth review with the Head of India Business and develop the prioritized next‑wave insurer pipeline without diluting attention from mature opportunities.

Requirements

• Approximately 10–15 years of relevant professional experience in health insurance, payer partnerships, group health, claims management, insurance consulting, or enterprise healthcare.
• Significant leadership experience within health insurance or related sectors, with a demonstrated understanding of Indian health‑insurance economics.
• Experience working with senior executives across claims, underwriting, product, medical, distribution, corporate business, and finance.
• Personal track record of leading complex institutional partnerships and taking relationships from discussion through contracting, activation, renewal, and expansion.
• Strong commercial negotiation and stakeholder‑management capabilities.
• Graduate degree required; relevant postgraduate qualification preferred.
• Proven ability to build and maintain CXO relationships, conduct complex enterprise negotiations, map and influence stakeholders, exercise commercial and financial judgment, and drive account expansion.
• Excellent executive communication, cross‑functional leadership, personal ownership, and follow‑through, with the ability to operate effectively with a lean team.