Key Accounts Manager

Roles & Responsibilities

1. MDRT & Ace Program Coaching

• Pitch, coach, and train MDRT/Ace prospects and probables through structured sessions.
• Conduct weekly and monthly awareness meetings, capability sessions, and followups.

2. Prospecting & Pipeline Building

• Map and engage existing MDRT probables assigned to the KAM.
• Identify new prospects throughout the year and build a strong conversion pipeline.

3. Advisor Engagement & Support

• Act as the Single Point of Contact (SPOC) for mapped advisors.
• Provide endtoend support including goal setting, product guidance, sales pitch refinement, issuance followups, and postissuance assistance.

4. Program Governance & Execution

• Ensure disciplined implementation of MDRT/Ace initiatives guided by HO frameworks.
• Maintain structured tracking, dashboards, and periodic progress reviews with branch leadership.

5. Collaboration & Stakeholder Management

• Work closely with Branch Heads (BH), senior leaders, and Channel Accounts Team for planning and execution.
• Drive region-wise MDRT targets embedded in PMS and ensure alignment of efforts.

6. Market & Competition Intelligence

• Continuously track competitive practices and market trends.
• Recommend new ideas, engagement models, and best practices to strengthen program effectiveness.

7. Subject Matter Expertise

• Develop deep working knowledge of products, processes, systems, and MDRT program requirements.
• Guide advisors on qualification criteria, timelines, performance levers, and success behaviors.

Preferred Candidate Profile

Experience & Background

• Prior experience in MDRT coaching, agency development, advisor performance management, or similar life insurance roles.
• Track record of driving high-performance advisor outcomes (preferably MDRT/Ace achievers).

Skills & Competencies

• Strong sales coaching, training delivery, and motivational skills.
• Excellent communication, presentation, and interpersonal skills.
• Ability to engage and influence advisors across diverse branches.
• Strong market awareness with ability to bring in innovative ideas.
• Analytical skills to track progress, identify gaps, and drive interventions.
• High ownership, accountability, and execution discipline.

Behavioral Traits

• Self-driven, proactive, and solution-oriented.
• Comfortable with field travel and high advisor interaction.
• Strong relationship-building skills and stakeholder management.
• Ability to work under structured governance with HO-led initiatives.

Education

• Graduate/postgraduate preferred, with certifications in sales/insurance training being an added advantage.