01Overview
Department,
Sales Motor Insurance (OEM & Dealership Channel)
Reports To
National Head OEM & Strategic Partnerships / Zonal Head
Location
As per Business Requirement
Experience
815 Years in General Insurance, Motor Insurance, OEM/Dealer Channel Sales, Bancassurance or Channel Distribution
Role Purpose The Regional Head/Area Head will be responsible for driving motor insurance business through OEMs, automobile dealerships, dealer groups, and strategic channel partners within the assigned geography. The role involves developing new partnerships, strengthening existing relationships, driving premium growth, improving dealer productivity, and leading a high-performing sales team to achieve business objectives.
Key Responsibilities
Business Development
Drive Motor Insurance business through OEM and Automobile Dealership channels.
Achieve monthly, quarterly and annual premium targets.
Identify and onboard new OEMs, dealer groups and automobile partners.
Develop business expansion strategies across assigned geography.
Increase market penetration and wallet share within existing accounts.
Relationship Management
Build strong relationships with OEM Regional Heads, Dealer Principals, Dealer Owners and Senior Management.
Conduct regular business reviews with key partners.
Ensure high partner engagement and long-term relationship management.
Resolve escalations and service-related issues promptly.
Sales Management
Lead and mentor Area Sales Managers, Relationship Managers and Sales Executives.
Set sales targets and monitor team performance.
Review productivity and profitability of dealerships.
Drive cross-selling and upselling initiatives.
Dealer Engagement
Conduct dealer meetings and performance reviews.
Plan dealer incentive programs.
Organize sales campaigns and promotional activities.
Improve dealer activation and retention.
Business Strategy
Prepare regional business plans aligned with organizational objectives.
Analyze market trends, competitor activities and customer needs.
Develop growth strategies for underperforming territories.
Monitor premium mix and business profitability.
Stakeholder Management
Coordinate with:
Underwriting Team
Claims Team
Operations
Finance
Product Team
Marketing
Training Team
Ensure seamless policy issuance and superior customer experience.
Performance Monitoring
Track KPIs including:
Gross Written Premium (GWP)
Policy Issuance
Dealer Productivity
Active Dealer Ratio
Conversion Ratio
Renewal Business
Loss Ratio
Persistency
Market Share
Team Management
Recruit, train and develop sales teams.
Conduct performance reviews and coaching sessions.
Build a high-performance sales culture.
Ensure adherence to company policies and compliance requirements.
Key Deliverables (KPIs)
Achievement of Regional Premium Targets
OEM & Dealer Business Growth
Dealer Activation Ratio
Active Dealer Productivity
Renewal Retention
New Dealer Acquisition
Team Productivity
Cross-sell Ratio
Loss Ratio Management
Partner Satisfaction Score
Desired Candidate Profile
Educational Qualification
MBA (Marketing/Sales) preferred
Graduate from a recognized university
Experience
815 years in General Insurance, with at least 5 years managing OEM or Dealership channels.
Proven experience in Motor Insurance sales and channel management.
Strong network with automobile OEMs and dealer groups is highly preferred.
Required Skills
Functional Skills
Motor Insurance
OEM Channel Management
Dealer Relationship Management
Business Development
Strategic Sales
Channel Sales
Team Leadership
Partner Management
Negotiation
Sales Planning
Performance Management
Behavioral Competencies
Leadership
Strategic Thinking
Decision Making
Communication
Influencing Skills
Problem Solving
Customer Centricity
Result Orientation
Stakeholder Management
People Development
Preferred Industry
General Insurance
Motor I
