National Manager - New Alliances & Account Management - Insurance

National Manager - New Alliances & Account Management

Job Purpose :

- To develop and implement strategic business plans for the acquisition of New Banks & Alliances Partners to contribute effectively to the Company's business portfolio, focusing especially on South India based Banks/NBFCs, and deliver agreed volume and profit targets.

- The incumbent will be responsible for the overall development and execution of strategy for acquiring New Partners, leading the process from inception through to the signing of new partnerships.

- The job will also include Account Management i.e. jointly managing the Partners acquired at the corporate office level- in conjunction with the sales execution team

Key Responsibilities & Accountabilities :

New Alliance :

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

- 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

Account Management :

- Steering the acquired partner relationship in terms of Launching/ Planning/ Strategizing at the central level to ensure that the Sales team has enablers to drive business.

- This shall be done in conjunction with the Banking & Alliances Sales execution team. This shall be done through effectively co-ordinating across various other organisational departments- HR/Operations/IT/Training etc.

Knowledge / Experience / Skills :

- Ideal candidate should be a Management Graduate with an overall work exposure of at least 10-12 years.

- More than 5 year 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