Go Digit General Insurance Ltd.—Vertical Head agency, retail and prime broking

Job description

Description: Job Description – Vertical Head: Agency, Retail & Prime Broking (General Insurance) Role Purpose The Vertical Head – Agency, Retail & Prime Broking leads the end-to-end strategy, execution, and business performance for all three distribution channels across regions. This role is responsible for driving sustainable GWP growth, strengthening partner ecosystems, improving productivity, and ensuring adherence to IRDAI compliance norms. With full P&L ownership, the Vertical Head defines long-term distribution strategy, builds scalable partner networks, and ensures seamless collaboration across underwriting, operations, marketing, and digital teams to deliver superior customer and partner outcomes.Key Responsibilities 1. Strategic Leadership & Business Ownership - Define and execute the long-term business strategy for Agency, Retail, and Prime Broking verticals. - Develop annual business plans including GWP targets, product mix, renewals, and profitability goals. - Align regional and state teams with national channel strategy, ensuring uniform execution across markets. - Own the P&L for the vertical and drive sustainable revenue with focus on loss ratio guardrails. 2. Multi-Channel Growth & Distribution Expansion - Scale partner networks by overseeing recruitment, onboarding, and activation of agents, POSPs, retail partners, and prime brokers. - Identify emerging markets, micro‑markets, and untapped segments for expansion. - Build structured tier-wise partner management models, incentive structures, and engagement frameworks. - Drive wallet-share growth with key brokers, high-performing agents, and strategic alliances. 3. Sales Acceleration, Productivity & Capability Building - Build vertical-wide productivity frameworks including funnel management, opportunity clinics, and weekly governance cadences. - Enhance partner capability through structured training programs on products, soft skills, sales conduct, and compliance. - Improve productivity metrics such as premium per active partner, activation ratios, and conversion rates. - Enable cross-sell/upsell across Motor, Health, Property, Liability, Travel, and other GI lines. 4. Channel-Specific Leadership Agency - Oversee agent and POSP recruitment, licensing, onboarding, and Day‑30/60/90 activation cycles. - Strengthen field coaching, recognition frameworks, and adherence to sales hygiene. Retail (Dealer & Walk-in Channels) - Drive retail partner engagement including automobile dealers, financial institutions, travel agents, and corporate associations. - Ensure product visibility, merchandising, and standardized customer experience at partner locations. - Strengthen walk-in sales performance with structured on‑ground support. Prime Broking - Lead relationships with major broking partners, anchor commercial negotiations, and approve pricing structures. - Ensure strong underwriting collaboration for placement, closures, and escalations. - Drive broker performance through disciplined MIS submissions, renewal management, and pipeline governance. 5. Cross-Functional Collaboration - Partner with underwriting, operations, claims, marketing, tech, and finance to ensure seamless business execution. - Drive digital adoption across partner portals, CRM, issuance platforms, and sales tools. - Improve process TATs (issuance, endorsements, documentation) to enhance partner and customer experience. 6. Compliance, Governance & Portfolio Quality - Ensure 100% adherence to IRDAI regulations, partner code of conduct, and organizational policies. - Monitor risk selection, loss ratios, and product suitability across channels. - Lead audit preparedness, compliance reviews, and corrective action planning. - Uphold a culture of ethical selling, transparency, and data integrity. Key Performance Indicators (KPIs) Business KPIs - Total GWP (new business + renewals) vs. annual targets - Product mix and penetration across GI lines - Region-wise performance contribution Productivity & Activation - Active partner productivity (Agent / POSP / Broker) - Activation and retention ratios - Funnel conversions and average ticket size Portfolio Quality - Loss ratio performance - Renewal retention %, lapse control - Risk selection and claims trend improvement Operational Excellence - TAT improvement across issuance, endorsements, and claims coordination - MIS accuracy, digital adoption scores - Compliance audit ratings and regulatory adherence Skills & Competencies Domain Expertise - Comprehensive understanding of GI products: Motor, Health, Fire, Engineering, Marine, Liability - Strong knowledge of IRDAI guidelines, broking norms, and Agency/PoSP frameworks - Familiarity with underwriting principles and documentation processes Leadership & Strategic Skills - P&L ownership and strategic planning - Multi-channel distribution leadership - Partner ecosystem management and key account strategy - Strong commercial acumen and negotiation capability Execution & Behavioural Strengths - Sales forecasting, funnel governance, and performance analytics - Ability to lead large field teams and influence external partners - Strong communication, relationship building, and stakeholder management - Decision-making, problem-solving, and high ownership mindset - Customer-centric and compliance-driven approach