Senior Consultative Sales / Business Development Leader

Consult Shekhar Pandey; Mumbai; On-site; INR 2,500,000 - 5,000,000; Full time

Job summary

Consult Shekhar Pandey in Mumbai seeks an exceptional sales leader to drive high-value, consultative B2B business in General Insurance / Insurance Broking. Build trusted C-suite relationships and shape solutions with internal specialists while converting strategic opportunities into profitable, recurring revenue.

The ideal candidate will possess an MBA, a verifiable record of winning large B2B relationships, and the energy to lead complex multi-stakeholder sales cycles from discovery to

Qualifications

• Full-time MBA / PGDM from a reputed institution, preferably with Sales, Marketing, Finance or a related specialization.
• Strong experience in General Insurance, Insurance Broking, Corporate Insurance, Risk Advisory or a closely related B2B insurance environment.
• Demonstrated success in consultative / solution selling with a measurable record of achieving or exceeding revenue targets.
• Strong corporate and C-suite relationship-building capability.
• Experience handling large, complex, multi-stakeholder B2B sales cycles.
• Commercial acumen with the ability to understand client economics, risk and value propositions.
• Excellent communication, presentation, negotiation and influencing skills.
• Strong ownership, energy, executive presence and data-driven sales discipline.

Responsibilities

• Own and grow a high-value book of corporate / institutional clients and strategic prospects.
• Drive consultative selling across insurance, risk management, broking and related solutions rather than transactional product selling.
• Build relationships with CXOs, CFOs, CHROs, Risk Heads, Treasury leaders and other senior decision-makers.
• Originate new business through account mapping, referrals, networking, market intelligence and disciplined pipeline development.
• Lead complex sales cycles from discovery and solution design through negotiation, closure and implementation.
• Partner with broking, placement, claims, analytics and specialist teams to create differentiated client propositions.
• Develop account plans, revenue forecasts and conversion strategies; maintain rigorous CRM and sales governance.
• Protect and expand existing relationships through cross-sell, up-sell and strategic account development.
• Track competitive movements, market trends and client needs to identify new revenue opportunities.
• Coach or mentor junior sales professionals where applicable and contribute to a high-performance sales culture.

Skills

MBA/PGDM

General Insurance

B2B sales

C-suite relationships

Consultative selling

Multi-stakeholder sales

Negotiation

Education

MBA/PGDM

Job description

Role Overview

An exceptional sales leader is sought to drive high-value, consultative B2B business in the General Insurance / Insurance Broking ecosystem. The role requires the ability to understand complex client risks, build trusted C-suite relationships, shape solutions with internal specialists, and convert strategic opportunities into profitable, recurring revenue.

Ideal Profile

Smart, commercially sharp MBA sales professional with a strong, verifiable record of winning and growing large B2B relationships

Key Responsibilities

• Own and grow a high-value book of corporate / institutional clients and strategic prospects.
• Drive consultative selling across insurance, risk management, broking and related solutions rather than transactional product selling.
• Build relationships with CXOs, CFOs, CHROs, Risk Heads, Treasury leaders and other senior decision-makers.
• Originate new business through account mapping, referrals, networking, market intelligence and disciplined pipeline development.
• Lead complex sales cycles from discovery and solution design through negotiation, closure and implementation.
• Partner with broking, placement, claims, analytics and specialist teams to create differentiated client propositions.
• Develop account plans, revenue forecasts and conversion strategies; maintain rigorous CRM and sales governance.
• Protect and expand existing relationships through cross-sell, up-sell and strategic account development.
• Track competitive movements, market trends and client needs to identify new revenue opportunities.
• Coach or mentor junior sales professionals where applicable and contribute to a high-performance sales culture.

Must-Have Qualifications & Experience

• Full-time MBA / PGDM from a reputed institution, preferably with Sales, Marketing, Finance or a related specialization.
• Strong experience in General Insurance, Insurance Broking, Corporate Insurance, Risk Advisory or a closely related B2B insurance environment.
• Demonstrated success in consultative / solution selling with a measurable record of achieving or exceeding revenue targets.
• Strong corporate and C-suite relationship-building capability.
• Experience handling large, complex, multi-stakeholder B2B sales cycles.
• Commercial acumen with the ability to understand client economics, risk and value propositions.
• Excellent communication, presentation, negotiation and influencing skills.
• Strong ownership, energy, executive presence and data-driven sales discipline.

What Success Looks Like

• Consistent achievement of ambitious revenue and new-business targets.
• Strong pipeline coverage with healthy conversion of strategic opportunities.
• Growth in wallet share and retention of key accounts.
• High-quality CXO relationships and differentiated client positioning.
• Predictable forecasting and disciplined sales execution.

Ideal Candidate

The ideal candidate is a polished, intelligent and high-energy B2B sales professional who can sell through insight rather than price. They should combine insurance / broking domain credibility with strategic thinking, executive presence and a proven ability to deliver numbers.