Zonal Head - OEM

Role Purpose

To drive profitable business growth through OEM partnerships across the assigned zone by developing strategic relationships with automobile manufacturers, dealer networks, and channel partners. The role will be responsible for business acquisition, dealer performance enhancement, revenue growth, renewals, stakeholder management, and leading regional OEM sales teams.

Key Responsibilities

1. Business Growth & Sales Management

• Drive OEM insurance business across the assigned zone in line with organizational targets.
• Develop and execute zonal business plans to maximize premium growth and market penetration.
• Identify new business opportunities within OEM and dealer ecosystems.
• Drive cross-sell and upsell opportunities across insurance product lines.
• Monitor business mix, profitability, and channel productivity.

2. OEM & Dealer Relationship Management

• Build and maintain strong relationships with OEM leadership teams, regional stakeholders, and dealer principals.
• Ensure seamless coordination with OEM partners to enhance business performance.
• Resolve escalations and maintain high levels of partner satisfaction.
• Conduct periodic business reviews with key dealer and OEM accounts.

3. Dealer Development & Engagement

• Drive dealer onboarding, activation, and productivity enhancement initiatives.
• Develop engagement programs to strengthen dealer relationships.
• Ensure effective implementation of sales campaigns and incentive programs.
• Promote adoption of digital tools and processes across dealer networks.

4. Training & Capability Building

• Lead training initiatives for dealer staff, relationship managers, and zone teams.
• Ensure product, process, and compliance awareness across the OEM channel.
• Develop capability-building programs to improve sales effectiveness.

5. Renewal & Retention Management

• Drive renewal business and retention strategies across the zone.
• Monitor renewal performance and implement corrective actions to improve persistency.
• Collaborate with operations and service teams to enhance customer experience.

6. Team Leadership & People Management

• Lead, coach, and mentor regional OEM sales teams.
• Set performance objectives and monitor team productivity.
• Drive a high-performance culture through regular reviews and development initiatives.

7. Performance Monitoring & Governance

• Analyze business trends, dealer productivity, and channel performance metrics.
• Prepare and present zonal business reviews and management reports.
• Ensure adherence to regulatory, compliance, and organizational governance standards.
• Track key KPIs including premium growth, dealer activation, conversion ratios, renewal retention, and profitability.

Key Performance Indicators (KPIs)

• Gross Written Premium (GWP) Growth
• OEM Channel Revenue Achievement
• Dealer Activation & Productivity
• Renewal Retention Ratio
• Market Share Growth
• Profitability of OEM Portfolio
• Partner Satisfaction Scores
• Team Productivity & Target Achievement

Desired Candidate Profile

Education

• MBA / PGDM preferred.
• Graduate in any discipline from a recognized university.

Experience

• 10-15 years of experience in General Insurance, Bancassurance, Automotive Finance, OEM, Dealer Distribution, or Channel Sales.
• Minimum 5 years of team management experience.
• Strong exposure to OEM partnerships and dealer network management.

Key Competencies

• Strategic Business Planning
• OEM & Corporate Relationship Management
• Sales Leadership
• Dealer Network Development
• Negotiation & Influencing Skills
• Stakeholder Management
• Business Analytics & Reporting
• Team Management
• Compliance & Governance Orientation

Preferred Industry Background

• General Insurance
• Motor Insurance
• Insurance Broking and Dealer Channel Sales