Account Manager Agency & Retail Broking

Job Description

Account Manager – Agency & Retail Broking (General Insurance)

Role Purpose

Drive consistent General Insurance business growth across the Agency and Retail Broking channels by managing partner relationships, enabling sales productivity, ensuring regulatory compliance (IRDAI), and delivering strong customer outcomes across Motor, Health, Property, Liability, and other GI product lines. The role combines partner acquisition, capability building, portfolio management, and market execution.Key Responsibilities

Business Planning & Market Execution

Manage channel-wise business plans covering monthly/quarterly/annual GWP, new business, renewals, and product mix.

Conduct territory mapping and micro‑market analysis to identify growth pockets for agency partners and retail brokers.

Build local lead-generation initiatives through activations, dealer associations, and digital channels.

Communicate product updates, pricing changes, and campaigns to partners and on-ground teams.

Agency Channel Management

Recruit, license, onboard, and activate agents/POSPs to strengthen the distribution base.

Drive structured agent lifecycle management, especially the first 0–90 days of activation.

Deliver regular product, sales, compliance, and digital issuance trainings.

Improve agent productivity through joint customer calls, weekly opportunity clinics, and recognition initiatives.

Retail Broking Channel Management

Identify, empanel, and activate retail brokers within the assigned territory.

Align and administer commercial terms, SLAs, and digital enablement tools.

Drive co-branded outreach and structured engagement calendars.

Strengthen broker portfolios through placement strategies, underwriting connects, and ensuring exceptional service levels.

Sales Enablement & Productivity Management

Track key funnel metrics including premium per active partner, conversion ratios, and average case size.

Increase share-of-wallet with top-performing agents and key broker accounts.

Develop and execute Joint Business Plans (JBP) with major partners across Motor, Health, Property, and Liability lines.

Drive cross-sell and upsell initiatives across products and value-added offerings.

Process Discipline & Partner Governance

Set up weekly operating rhythms such as funnel reviews, renewal war-rooms, and top-opportunity tracking.

Ensure adherence to IRDAI norms, documentation standards, and ethical sales practices.

Maintain accurate MIS, track issuance/endorsement timelines, and support claims liaison as needed.

Key Performance Indicators (KPIs)

Business KPIs

GWP Achievement

Performance against monthly, quarterly, and annual targets (overall + channel-wise).

Activation & Productivity

Active partner ratio, premium per active partner, conversion rates, and ticket size.

Renewal Management

Renewal retention %, renewal premium growth, and lapse control.

Portfolio Quality

Loss ratio within approved guardrails and achieving the planned product mix.

Skills & Competencies

Technical & Domain Expertise

Strong understanding of GI products across Motor, Health, Fire/Property, Engineering, Marine, and Liability.

Working knowledge of underwriting fundamentals, pricing considerations, and documentation flow.

Awareness of IRDAI guidelines related to Agency, PoSP, and Broker channels.

Sales & Relationship Skills

Channel management, territory planning, and partner lifecycle management.

Account management, negotiation, commercial structuring, and deal closure.

Sales forecasting, funnel management, and data-driven decision making.

Job Snapshot

Updated Date

24-09-2026

Job ID

Job1889

Sub Department

Retail

Location

Mumbai - Sion, Maharashtra, India ..+ 6

Employee Type

Permanent