Account Manager Agency & Retail Broking

Darwinbox Digital Solutions Pvt. Ltd.; Mumbai; On-site; INR 1,800,000 - 2,400,000; Full time

Job summary

Darwinbox Digital Solutions Pvt. Ltd. seeks an Account Manager for Agency & Retail Broking in General Insurance.

You will drive GI business growth across agency and retail broking channels by managing partner relationships, enabling sales productivity, ensuring IRDAI compliance, and delivering strong customer outcomes across Motor, Health, Property, and Liability lines. The role encompasses partner acquisition, capability building, portfolio management, and market execution with a focus on

Qualifications

• Knowledge of General Insurance products across Motor, Health, Property, Liability and related lines.
• Strong channel management, partner lifecycle, onboarding and activation experience.
• Ability to plan, train, and drive sales productivity with data-driven insights.

Responsibilities

• Plan and execute channel business plans for GWP, new business, renewals and product mix.
• Manage agency and POSP onboarding, activation, and performance uplift.
• Oversee retail broker onboarding and engagement within assigned territory.

Skills

GI product knowledge

Channel management

Sales leadership

Negotiation

Data-driven decision making

Tools

MIS reporting

IRDAI compliance tools

Job description

Account Manager – Agency & Retail Broking (General Insurance)

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.
• 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.
• 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.

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.