Job Description

Designation: AVP/DVP/VP Position: Government Business Industry: General Insurance Broking Company Name: Salasar Services [Insurance Brokers] Pvt. Ltd. Job Summary: The Presales Specialist for Government Business is responsible for supporting the sales team in securing government contracts by providing technical expertise, conducting presales activities, and developing tailored solutions. This role involves understanding the unique requirements of government clients in the insurance sector, delivering product demonstrations, and preparing persuasive proposals. The Presales Specialist must possess the product knowledge, excellent communication skills, and the ability to engage effectively with government stakeholders. Key Responsibilities: Understand government client requirements: Collaborate with the sales team to gather and analyze the specific requirements of government clients. Identify their pain points, challenges, and needs. Solution development: Develop customized and comprehensive insurance solutions to address the requirements of government clients. Collaborate with product development and underwriting teams to ensure proposed solutions align with organizational capabilities and comply with regulatory standards. Product demonstrations: Conduct effective product demonstrations to showcase insurance solutions to government clients. Highlight the features and benefits of the organization's products that meet the specific needs of government agencies. Proposal development: Prepare persuasive proposals and responses to government requests for proposals (RFPs) in the insurance sector. Clearly articulate how the organization's products and services align with government requirements and provide added value. Technical expertise: Serve as a subject matter expert on insurance products and solutions relevant to the government sector. Stay updated with industry trends, government regulations, and emerging technologies in insurance to provide accurate information and insights to customers. Collaboration: Collaborate with cross-functional teams, including sales, marketing, underwriting, and legal, to ensure a seamless presales process. Engage with government stakeholders, such as insurance regulators and procurement officers, to understand their unique requirements and concerns. Relationship building: Build strong relationships with government clients and stakeholders through effective communication, responsiveness, and professionalism. Understand their specific insurance needs and tailor solutions to address their challenges. Market intelligence: Conduct market research and competitive analysis to identify potential government business opportunities in the insurance industry. Stay informed about government initiatives, policies, and regulations that may impact insurance products and services. Sales support: Provide support to the sales team during negotiations and contract discussions with government clients. Address technical queries, participate in meetings, and assist in developing pricing strategies and contract terms. Documentation: Maintain accurate and up-to-date documentation of presales activities, including proposals, presentations, product collateral, and competitive intelligence. Ensure that all documents are stored and organized for future reference. MORE SPECIFIC KEY POINTERS TO UNDERSTAND THE ROLE BETTER Tender Management: i. Develop and implement effective tendering strategies, policies, and procedures to enhance the company's competitive position. ii. Identify and evaluate tender opportunities that align with the company's business objectives and capabilities. iii. Lead the end-to-end tendering process, including bid preparation, risk assessment, cost estimation, and submission. iv. Collaborate with cross-functional teams (sales, legal, finance, operations, etc.) to ensure timely and accurate tender submissions. v. Monitor tender outcomes and analyse feedback to improve future bidding strategies. Pre-bid Activities: i. Conduct market research and gather intelligence to identify potential clients, competitors, and market trends. ii. Build and maintain relationships with key stakeholders, such as customers, partners, suppliers, and industry influencers. iii. Collaborate with the sales team to understand customer needs and tailor bid proposals accordingly. iv. Prepare high-quality pre-bid documents, including expressions of interest, pre-qualification questionnaires, and capability statements. v. Coordinate and participate in pre-bid meetings, site visits, and client presentations. Proposal Development: i. Analyse tender requirements, terms, and conditions, and develop comprehensive bid strategies. ii. Coordinate with internal subject matter experts to gather technical information and develop compelling bid proposals. iii. Ensure bid compliance with customer specifications, legal requirements, and company policies. iv. Prepare and review accurate cost estimates, pricing models, and commercial terms for bid submissions. v. Create persuasive and well-structured bid documents, including executive summaries, technical responses, and value propositions. Relationship Management: i. Foster strong relationships with existing clients and stakeholders to understand their evolving needs and preferences. ii. Collaborate with the sales team to identify opportunities for upselling, cross-selling, or expanding existing contracts. iii. Participate in post-tender negotiations, contract discussions, and clarification meetings with clients. iv. Engage in competitor analysis and benchmarking to identify the company's unique value proposition and differentiation. Additionally, you can also engage yourself in business development/sales.