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 robust 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 Insurance
- Automobile OEMs
- Insurance Broking
- InsurTech
- Automotive Financial Services
Travel Requirement
- Extensive travel within the assigned region.
- Regular visits to OEM offices, dealerships and channel partners.
Success Measures (First 12 Months)
- Achieve 100%+ of assigned premium targets.
- Expand the active dealership network.
- Increase dealer productivity and policy conversion.
- Strengthen relationships with key OEM partners.
- Improve renewal retention and customer satisfaction.
- Build and retain a high-performing regional sales team.
Reporting Structure National Head OEM & Strategic Partnerships
Regional Head / Area Head OEM & Dealership Channel
- Area Sales Managers
- Relationship Managers
- Dealer Sales Executives / Sales Officers .
