Corporate Sales (Direct B2B)

Job Description

Position: Corporate Sales (Direct B2B)

Job Purpose
Drive business growth by acquiring and managing Large Corporate and SME clients while expanding Mahindra Insurance Brokers' presence in the commercial insurance market. The role is responsible for generating revenue, developing long-term client relationships, and delivering risk management solutions across multiple insurance product lines.

Key Responsibilities

Business Development & Revenue Growth
• Acquire and develop Large Corporate and SME accounts to achieve assigned revenue and profitability targets.
• Identify new business opportunities, emerging market segments, and growth areas within the commercial insurance space.
• Build a strong pipeline of prospects through networking, referrals, industry associations, and direct business development initiatives.
• Drive client retention, cross-selling, and up-selling opportunities to maximize account value.

Consultative Sales & Risk Advisory
• Engage with CXOs, CFOs, HR Heads, Finance Leaders, Procurement Teams, and Business Owners to understand business risks and insurance requirements.
• Provide customized risk management and insurance solutions rather than competing solely on price.
• Deliver end-to-end insurance advisory services, including risk assessment, policy structuring, and coverage optimization.

Product Portfolio Management
Promote and grow business across key commercial insurance lines, including:
• Property Insurance
• Marine Insurance
• Employee Benefits (Group Mediclaim, Group Personal Accident, Group Term Life, etc.)
• Liability Insurance (Directors & Officers Liability, Public Liability, Professional Indemnity, Cyber Liability, Product Liability, etc.)
• Other Commercial & Specialty Insurance Solutions

Client Relationship Management
• Build and maintain strong relationships with key decision-makers across client organizations.
• Act as a trusted advisor and primary point of contact for corporate clients.
• Ensure exceptional client servicing and timely resolution of customer requirements.
Business Operations & Stakeholder Management
• Coordinate with underwriting, placement, claims, servicing, and operations teams for seamless execution of business.
• Ensure profitable business growth by maintaining an optimal product mix and healthy portfolio quality.
• Monitor business performance and take corrective actions to achieve both top-line and bottom-line objectives.

Compliance & Governance
• Adhere to company policies, operational processes, and internal controls.
• Ensure full compliance with IRDAI regulations, insurance broking guidelines, and statutory requirements.
• Maintain high standards of ethical business conduct and corporate governance.

Key Performance Indicators (KPIs)
• New Client Acquisition
• Revenue Generation (Top Line)
• Portfolio Profitability (Bottom Line)
• Client Retention Ratio
• Cross-Sell & Upsell Revenue
• Product Mix Penetration
• Collection Efficiency
• Customer Satisfaction & Service Excellence

Qualifications
• Graduate in any discipline.
• MBA/PGDM in Marketing, Sales, Finance, or Insurance preferred.

Experience
• Proven experience in Corporate Sales, Commercial Insurance, Employee Benefits, or Risk Advisory.
• Strong network among corporate clients, SMEs, and decision-makers.
• Experience in General Insurance, Insurance Broking, or Financial Services industry preferred.

Required Skills & Competencies
• Strong understanding of commercial insurance products and risk management concepts.
• Knowledge of IRDAI regulations and the Indian insurance market.
• Excellent consultative selling, negotiation, and presentation skills.
• Strong relationship management and stakeholder engagement abilities.
• Business acumen with focus on revenue growth and profitability.
• Ability to work in a fast-paced, target-driven environment.
• Proficiency in CRM platforms, sales tools, and Microsoft Office applications.