Area Sales Manager - Third Party Distribution - Axis BB - Rohtak

About the Health Insurance Sector

The health insurance market in India currently comprises over 15 private general insurers and 5 exclusive private health insurance firms competing for market share, alongside 6 major public sector players. Annually, this segment handles business worth approximately 10,000 crore INR, with about 85% being renewals with existing insurers. This leaves around 1500 crore INR of fresh business up for contention. Small and medium enterprises (SMEs) and startups, as key drivers of the Indian economy, present a rapidly growing opportunity requiring customized insurance solutions and cost-effective standardized offers to extend reach through channel partners nationwide.

Market Dynamics and Customer Needs

Due to medical and societal changes in India, insurers face the challenge of addressing diverse client needs. Customers increasingly view health insurers as health advisors, placing importance on understanding customer preferences and delivering tailored products with wellness benefits that fulfill client goals while generating profitable revenues.

About Aditya Birla Health Insurance

Established in 2015 as a 51:49 joint venture between Aditya Birla Capital Limited and MMI Strategic Investments, the company began operations in 2016. As the 6th entrant in a competitive market, it aims to expand health insurance availability to broader customer segments with its unique "Health Insurance for All" philosophy. This vision permeates all customer interactions and backend operations to create a seamless, continuous experience.

Unique Product Offerings

• An incentivized wellness program designed to attract and reward young, health-conscious customers.
• A chronic care management program addressing conditions such as diabetes, asthma, cholesterol, and hypertension from day one.
• Functioning as a catalyst for health and healthcare decisions beyond simple expense coverage, promoting product innovation and consumer-relevant choices.
• A fully digital, paperless process from customer onboarding to service delivery.

Role Challenges

• Securing greater partner mindshare in a multi-partner open architecture model where revenue is shared across limited channels and geographies.
• Managing diverse partner relationships and expectations across multiple customer segments and regions.
• Driving point-of-sale activation amid numerous product options and low ticket sizes to stimulate consistent monthly sales activity.

Key Responsibilities

• Lead sales initiatives through various channel partners by regular engagement and timely delivery of market quotes.
• Track business volumes periodically to ensure growth and coordinate with stakeholders to meet targets.
• Understand market trends and competitors’ offerings to support product innovation and partner solutions.
• Manage a dynamic sales pipeline, regularly updating and monitoring to meet objectives.
• Oversee portfolio profit and loss, focusing on product mix, client retention, and profitable conversions.
• Motivate and enable sales teams by communicating progression paths and incentives to maximize performance.
• Enhance renewal persistency through client requirement analysis and relationship building inside partner organizations.
• Recruit, mentor, and develop a skilled sales force for channel management.