Corporate Sales Specialist

The role will build a leads pipeline, liaise with the placement and quotes team

for getting competitive quotes, support negotiations with the insurers, and ensure timely

premium payment and policy endorsements. The role will also ensure smooth handover of client

relationship and servicing needs post-sale to the retention team for enabling efficient query

resolution for clients, and renewals for next year.

Key Result Areas:

Key Result Areas Supporting Actions

Generating leads and

developing business

 Build a pipeline of leads by interacting with insurers, Third Party

Administrators (TPAs) and past contacts, and carrying out cold-

calling

 Share pipeline for next 3 months with manager, and discuss

strategy for target accounts

 Fix appointments with potential client and go for meetings

 Understand details around client need, existing policy terms and

portfolio information

 Gather information from online sources and from the client (eg.

policy document), and share with the placement and quotes team

 Study the gap analysis report to understand business risk, and

present the same to the client

 Upload terms and policy requirements on the QMS system to share

with the quotes team

 Present the Quotes Comparison Report (QCR) to the client

 Negotiate terms and premium amount with the insurers, as

required

 Collect and document feedback from the client, in cases that the

business is lost, and maintain tracker for next year

 Share final terms with the quotes team, and collect the premium

payment cheque from the client

 Send the cheque to the insurer, and upload a scanned copy on the

QMS system

 Ensure that the insurer shares a signed stamped copy of the cheque

 Ensure a held cover letter from the insurer is received for interim

cover, as required in different cases

 Fill the sales template on the system and attach important

documents to share with the operations team for booking the

revenue

 Follow up with the insurer for the policy document

 Share the final policy document with the client after scrutiny by the

quotes team, and upload a copy on the system

Client Servicing &

Cross Selling

 Draw-up an annual calendar for value-add activities in consultation

with the client (starting with policy awareness)

 Respond to escalations (eg. for endorsements, claims settlement,

queries, new business or other issues) received from clients in a

prompt manner

 Share contact details with client for relevant stakeholders at ABIBL

along with the escalation matrix

 Liaise with the insurer and claims team for facilitating claims

settlement, or other stakeholders for ensuring quick resolution of

the issue

 Collaborate with the retention team for a smooth transition of the

client

Key Stakeholder

Relationship

Management

 Build and maintain relationships with key stakeholders at the

insurance companies to ensure competitive quotes are received in a

timely manner

 Visit insurance companies regularly to ensure continuous

engagement with different stakeholders

 Keep abreast with the new products in the market, along with an

understanding of the lines of business currently being focused on by

the insurers