Lead Performance Management - Group Sales

Role overview

This position focuses on building and scaling group-to-retail growth opportunities for Aditya Birla Capital’s health and protection business. The role is responsible for identifying value pools within the group customer and partner ecosystem, shaping conversion and cross-sell strategies, and ensuring the business case is strong from both a customer and profitability standpoint.

Key result areas

The job requires clear definition of performance outcomes and the supporting actions needed to achieve them. The scope can include up to 10 key result areas, with an emphasis on growth potential, execution clarity, and measurable business impact.

Growth opportunity identification

• Study the group customer and partner base to uncover scalable expansion opportunities.
• Assess customer value, usage patterns, and lifecycle signals to determine the best segments for retail conversion and cross-sell.
• Shape a differentiated value proposition that aligns with the group business plan and improves portfolio profitability.
• Create a solid business case that evaluates incremental revenue, servicing costs, customer lifetime value, and return on investment.
• Secure leadership alignment, support decision-making, and establish governance for rollout across the enterprise.

Conversion and cross-sell design

• Build complete customer journeys from group to retail across acquisition, onboarding, servicing, and renewal.
• Define product offers, pricing structures, and benefit design for target customer segments.
• Develop segment-specific conversion and cross-sell frameworks using behavioral and lifecycle triggers.
• Support scalable digital journeys, campaign design, and tailored engagement points.
• Make sure underwriting, compliance, policy issuance, and regulatory requirements are fully prepared.

Stakeholder collaboration and execution readiness

• Coordinate with Sales, Product, Digital, Marketing, Operations, Finance, Underwriting, and Claims teams.
• Set up execution governance, timelines, and dependency tracking across all workstreams.
• Ensure operational, servicing, and claims capabilities are ready for scale.
• Identify risks early, remove bottlenecks, and keep delivery on track.

Scalable model development and long-term enablement

• Weave ABHI’s purpose-led focus on health, wellness, and protection into products and customer journeys.
• Continuously improve customer experience and engagement models.
• Spot opportunities for new retail access routes and ecosystem-led distribution approaches.
• Share insights, best practices, and strategic perspectives with senior leadership.

Additional information

The source indicates that this role is expected to have a clear growth trajectory and strong opportunity articulation. It also includes a structured approach to KRAs and supporting actions, with a stated limit of 10 KRAs and character limits for each section.