Head of Corporate Sales – Employee Benefits (EB) & GMC

Our client is a fast-growing retail insurance broking firm with 1000+ employees and a strong pan-India presence. As the organisation expands into the corporate and institutional broking space, it is looking to establish a dedicated Employee Benefits (EB) and Group Medical Coverage (GMC) business.

At present, the company does not have a corporate sales team in place. The selected candidate will be entrusted with building this team from the ground up and shaping it into a successful and profitable business unit.

Job Title: Head of Corporate Sales Employee Benefits (EB) & GMC

Location: Mumbai (Head Office)

Experience: 15+ years

Key Responsibilities

1. Strategic Leadership & Business Setup

• Build and establish the corporate sales vertical for EB & GMC from inception.
• Develop the GTM strategy, positioning, and value proposition for corporate clients.
• Identify and evaluate new business opportunities across industry segments.
• Work closely with the leadership team to create scalable sales processes, pricing models, and service frameworks.

2. Revenue & P&L Ownership

• Drive revenue growth and profitability for the corporate EB/GMC business.
• Build annual/quarterly sales plans and ensure achievement of targets.
• Manage P&L for the corporate division, including pricing, negotiations, and margin optimization.

3. Corporate Client Acquisition

• Acquire large and mid-sized corporate clients for Group Medical, Group Personal Accident, Group Term Life, and other EB solutions.
• Lead high-value pitches, presentations, and RFP responses.
• Establish strong CXO-level relationships across HR, Procurement, Finance, and Admin.

4. Team Building & People Leadership

• Build, mentor, and manage a high-performing sales team across geographies.
• Set KPIs, drive performance management, and ensure capability development.
• Foster a culture of collaboration, ownership, and client-first delivery.

5. Operations, Underwriting & Insurer Relations

• Collaborate with underwriting, claims, and operations teams to ensure seamless delivery.
• Work closely with insurer partners for unique solutions, pricing support, and negotiations.
• Ensure compliance with IRDAI regulations and internal audit standards.

6. Client Service & Retention

• Oversee onboarding, policy servicing, renewal cycles, and account management.
• Drive high client satisfaction through proactive engagement and service excellence.
• Resolve escalations and ensure smooth claims support and policy administration.

Key Requirements

• 15+ years of experience in corporate/enterprise sales within insurance broking or insurance companies.
• Deep expertise in Employee Benefits (EB), GMC, GPA, GTL, and c orporate insurance solutions.
• Proven experience in building or scaling a corporate sales vertical.
• Strong CXO-level relationships across industries.
• Excellent negotiation, communication, and presentation skills.
• Strategic thinker with entrepreneurial mindset and ability to work in a high-growth environment.
• Leadership experience managing mid to large teams.

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