National Manager - Acquisition & Alliances - BFSI

Job Purpose :

- To develop and implement strategic business plans for the Acquisition of BFSI Partners to contribute effectively to the portfolio in India and deliver agreed volume and profit targets.

- The incumbent will be responsible for the overall development and execution of the Banking & Alliances acquisition strategy, leading the process from inception through to the signing of new partnerships.

- The job will also include jointly steering the account acquired at the corporate office level- in conjunction with the account execution team

- The incumbent shall be required to lead the acquisition & account management team across different segments- Banks/NBFC/ Non Finance Affinities.

Key Responsibilities & Accountabilities :

- Identify, solicit, prospect and secure new business relationships, generating new income across the domains of Banks & Alliances.

- Develop the whole acquisition machinery: Build the lead generation, credentials pitch, consultative questioning, solutions pitch, negotiations, closing and account on boarding

- Create and be accountable for all client proposals, contracts and any other documentation following Company procedures.

- Solution-Selling to prospective partners. Should display application and creativity in building a compelling Value Proposition for the prospective partner organisations.

- Engaging across hierarchies within the prospect organisation during the pitch period through effective relationship management skills

- Working across the internal organisation to build business proposals for the prospective partners to effectively size the business opportunity within the partner ecosystem for Health Insurance distribution

- Steering the acquired partner relationship in terms of Launching/ Planning/ Strategizing at the central level in conjunction with the B&A account execution team. This shall be done through effectively co-ordinating across various other organisational departments- HR/Operations/IT/Training etc.

- Lead and manage the Bancassurance & Alliances Acquisition team to ensure that they have the right skills and are motivated to perform well in their roles. This includes coaching as well as transferring specific pitch skills and techniques on-the-job, leading to successful execution and results.

Knowledge / Experience / Skills :

- Ideal candidate would be a Management Graduate with an overall work exposure of at least 12 years.

- More than 5 years experience in acquisition of key partnerships in the financial services industry- preferably Insurance.

- In-depth understanding of the BFSI industry & an out-of-the-box thought inclination to effectively tap opportunities outside of the BFSI segment

- Strong relationships and networks within the Banks & Alliances domain

- Ability to create robust win-win value - propositions and strategic fit for the partnerships

- Strong commercial acumen and understanding of business profit drivers. Understanding where product would sit within the complex operations of a client and how to embed it.

- Excellent communication skills, fluent in both written and verbal communication.

- Strong presentation skills. Inclined towards Solution selling- able to influence and persuade others to take action or gain buy-in

- Confident negotiator with good closing abilities

Behaviors / Competencies :

- High Orientation towards solution selling in the services sector.

- Result & Process oriented

- Proactive, agile and highly responsive towards achieving goals - leveraging key strengths and capitalizing on opportunities with a keen sense of urgency

- Strong interpersonal skills, able to successfully build and maintain networking relationships (both formal and informal)

- Able to work in a team by proactively engaging a wide range of stakeholders

- Problem Solver overcomes issues and barriers to implement complex solutions

- Persistent and resilient to resolve complex problems that requires negotiation, issue navigation and organization agility

- Drives innovation and change - thinks out-of-the box and is creative in looking for opportunities and solutions

- Demonstrates courage in challenging the status quo

- Continuously strives for excellence and improvement