Relationship Manager Corporate Sales Group Health Employee Benefit (Mumbai)

The Relationship Manager Corporate Sales (Group Health/Employee Benefits) is responsible for acquiring and growing corporate accounts by designing and selling group health insurance solutions. The role partners closely with brokers/consultants and internal underwriting, claims and operations teams to deliver profitable growth, ensure smooth onboarding and servicing, and drive high renewal retention. Key Responsibilities - New business development (corporate accounts): Prospect and acquire SME/MM/large corporate clients for Group Health Insurance (GHI) through direct corporate connects and broker/consultant relationships; manage the opportunity funnel from lead to closure. - Broker & consultant management: Build and nurture relationships with insurance brokers/benefits consultants; drive RFQs, renewal submissions and competitive positioning; ensure timely and accurate communication of quotations, terms and policy servicing. - Renewals & retention: Own renewal planning for assigned accounts; analyze claims experience and loss ratios, recommend benefit design and cost-containment measures, negotiate terms (pricing, deductibles, sub-limits, T&Cs;) and ensure on-time closure. - Account management & servicing: Act as the primary point of contact for HR/Admin/Finance stakeholders; coordinate onboarding, policy issuance, endorsements (additions/deletions), member data reconciliation, and resolution of service escalations. - Underwriting & pricing coordination: Work with underwriting teams to submit complete, quality data (census, claims, benefit structure); support risk assessment and underwriting discussions to achieve profitable growth and competitive quotes. - Claims & TPA collaboration: Partner with claims/TPA teams to monitor claim turnaround times, cashless network issues, and high-value claims; share periodic MIS with clients and drive interventions (wellness, fraud controls, pre-auth guidance) where required. - Cross-sell/upsell: Identify opportunities to expand share of wallet through add-on covers and related group products (e.g., Group Personal Accident, Group Term Life, critical illness riders, top-up/super top-up) and value-added services. Key Skills & Competencies - B2B consultative selling: Strong corporate sales capability with confidence in CXO/HR stakeholder conversations, solutioning and negotiations. - Group health domain knowledge: Understanding of GHI benefit structures, underwriting inputs (census/claims), pricing drivers (loss ratio, trend, utilisation), and policy terms/endorsements. - Service orientation: Ability to manage onboarding and claims/service escalations with TPA and internal teams; structured follow-ups and ownership mindset. - Analytical & execution skills: Comfort with MIS, Excel and CRM; ability to build renewal decks, interpret claims MIS, and manage multiple timelines. - Broker/channel management: Ability to build productive broker relationships and manage RFQ/renewal discipline. - Communication & professionalism: Clear written/verbal communication, strong presentation skills, and high standards of customer data confidentiality. Qualifications & Experience - Graduate in any discipline (MBA/PGDM preferred). - 34 years of experience in corporate/group health insurance sales, employee perks, or B2B BFSI sales with exposure to renewals and servicing. .