Team Sales Manager Agency and Broking

Job Description

Job Description – Team Sales Manager: Agency & Broking (General Insurance)

Role Purpose

The Team Sales Manager – Agency & Broking is responsible for driving business growth, partner productivity, and portfolio quality across the assigned region through Agency and Broking channels. The role involves managing a team of front-line sales managers/relationship managers, strengthening partner relationships, ensuring compliance with IRDAI regulations, and delivering both top‑line and bottom‑line outcomes. The manager plays a key role in executing channel strategies, expanding the partner base, and ensuring efficient collaboration with underwriting, operations, and claims functions.Key Responsibilities

• Team Leadership & Execution Management
• Lead, guide, and mentor a team of Agency Managers and Broking Managers/Relationship Managers.
• Ensure consistent achievement of monthly and annual business targets across all assigned teams.
• Conduct structured daily/weekly performance reviews, funnel analyses, and productivity monitoring.
• Drive adherence to sales processes, service standards, and documentation accuracy.
• Channel Management & Growth
• Drive business growth across Agency and Broking channels in the allocated territory.
• Support in implementing state and national-level distribution strategies at the team level.
• Work closely with frontline teams to recruit, onboard, and activate agents and broking partners.
• Strengthen partner engagement through structured visits, business reviews, and relationship-building activities.
• Partner Productivity & Expansion
• Improve team and partner productivity through training, coaching, and capability-building interventions.
• Ensure high activation ratios and consistent month‑on‑month performance from agents and brokers.
• Collaborate with key brokers to develop Joint Business Plans (JBPs) and expand product penetration.
• Support in designing and implementing team-level incentive and engagement programs.
• Portfolio Management & Profitability
• Monitor GWP achievement (new business + renewals) at a team and partner level.
• Maintain product mix targets and ensure diversified business across Motor, Health, Property, Liability, etc.
• Track and improve key metrics including COR, loss ratios, and cost of acquisition.
• Identify risk trends and work with underwriting to ensure quality business and sustainable profitability.
• Governance, Compliance & Process Discipline
• Ensure 100% adherence to IRDAI regulations, partner code of conduct, and internal policies.
• Conduct periodic checks on documentation, licensing, commission payouts, and training compliance.
• Drive operational hygiene through timely MIS submissions, pipeline reviews, and audit readiness.
• Build a culture of ethical selling, transparency, and customer-centricity within the team.
• Cross-Functional Coordination
• Coordinate with Underwriting, Claims, and Operations to resolve service issues and enable smooth policy issuance.
• Provide escalated support to partners to close high-value deals and ensure superior service delivery.
• Collaborate with marketing and digital teams for partner activations, campaigns, and adoption of digital tools.

Key Performance Indicators (KPIs)

Business KPIs

• Team-level GWP achievement (monthly/quarterly/annual)
• Activation ratio of agents and broking partners
• Productivity per partner (premium per active agent/broker)
• Product mix and cross-sell/upsell contribution

Portfolio & Quality Metrics

• Loss ratio performance
• Renewal retention and lapse control
• Cost of acquisition and profitability indicators

Governance & Compliance

• Audit scores and compliance adherence
• Digital adoption rates (issuance platforms, portals, CRM)
• TAT improvements in issuance, endorsements, and claim coordination

Skills & Competencies

Domain & Technical Skills

• Strong understanding of GI products: Motor, Health, Property/Fire, Liability, Marine
• Working knowledge of IRDAI norms, broking guidelines, and agency licensing rules
• Understanding of underwriting fundamentals and risk selection
• Proficiency in CRM systems, Excel, partner portals, and digital sales tools

Leadership & Behavioral Competencies

• Team management & coaching abilities
• Strong communication & interpersonal skills
• Negotiation & influencing capability
• Analytical thinking & structured problem-solving
• Proactiveness, ownership, and decision-making
• Assertiveness with the ability to manage diverse stakeholders

Job Snapshot

Updated Date

15-10-2026

Job ID

Job2366

Department

Retail

Location

Pune, Pune, Maharashtra, India

Experience

2 - 10 Years

Employee Type

Permanent

External Dashboards

Full Time