Director of Government Sales

role of a Director – Government Business

Key Skills & Expertise:-

• Understanding of

  insurance products

  (General, Group Health, Marine, Fire, Engineering, Property, Industrial All Risk, Contractor All Risk etc.).

  (This is Non Mandatory)

• Expertise in

  government procurement processes

  , especially tendering.
• Strong

  network in government circles

  and familiarity with decision-making hierarchies.
• Proficiency in

  negotiation, contract management, and regulatory compliance

  .
• Leadership and team management skills.

Below is a breakdown of the key roles and responsibilities, skills, and KPIs for this position:-

Core Responsibilities:-

1. Business Development & Relationship Management

• Identify and pursue insurance broking opportunities with the following below
• Central and state government departments
• PSUs (Public Sector Undertakings)
• Municipal corporations and other government-linked institutions
• Build and nurture long-term relationships with key government stakeholders.

• Ensure regular client engagement to understand upcoming tenders or insurance needs like. (General, Group Health, Marine, Fire, Engineering, Property, Industrial All Risk, Contractor All Risk etc.)

2. Tender Management & Bid Participation

• Track government insurance tenders (RFPs, RFQs).
• Lead bid preparation including pricing, documentation, and compliance.
• Coordinate with underwriters/insurance companies to structure competitive bids.
• Ensure timely and compliant submission of tenders.

3. Strategic Planning

• Develop go-to-market strategies for expanding government business.
• Plan territory-wise and department-wise sales strategies.
• Monitor regulatory and policy changes impacting government insurance procurement.

4. Team Leadership

• Lead a team of sales and servicing professionals dedicated to government clients.
• Provide direction, support, and performance monitoring.
• Ensure training and upskilling of team members on compliance, tendering, and government processes.

5. Stakeholder Coordination

• Act as a bridge between government clients, insurers, and internal departments.
• Coordinate with claims, legal, compliance, and underwriting teams to deliver seamless service.

6. Compliance & Regulatory Adherence

• Ensure adherence to IRDAI guidelines and government procurement rules (like GFR, GeM portal, CVC norms, etc.)
• Manage internal and external audits related to government contracts.