Zonal Business Development - Banca

Prudential (UK) and HCL Group Partnership

Prudential (UK) in partnership with HCL Group plans to set up a standalone Indian health insurance company to address the growing healthcare needs of the Indian consumer. This joint venture will combine Prudential's global expertise in insurance and financial services with HCL Group's experience in technology and healthcare solutions. Prudential, with its longstanding presence in India, already operates two leading businesses in life insurance and asset management with the ICICI Group. Prudential was also the proud sponsor of the 1983 Cricket World Cup, India's first World Cup victory!

Prudential Health India is a Zero to One team undertaking a no-legacy, greenfield health insurance deployment in India, building journeys that truly empathize with the customer and offer a differentiated experience.

Zonal Business Development Head – North (Bancassurance)

Title:	Zonal Business Development Head – North (Bancassurance)
Location:	Delhi NCR (with extensive travel across the zone)
Reporting to:	Head – Business Development
Team:	Regional BD Managers – NCR, Rajasthan, Punjab, Haryana, Uttar Pradesh, Himachal, and J&K.
Zone coverage:	NCR, Rajasthan, Punjab, Haryana, Uttar Pradesh, Himachal, and J&K.

Role Summary

The Zonal Business Development Head – North owns Prudential Health India's bancassurance partner acquisition agenda for the Northern zone. The role is accountable for identifying, pitching, negotiating and onboarding banking and financial institution partners – old-generation private sector banks, PSU bank head and zonal offices, Small Finance Banks, Regional Rural Banks, urban cooperative and district central cooperative banks, NBFCs, gold-loan lenders and fintech distributors – and for handing every signed partner over to the Go-to-Market and Farming teams with a launch-ready plan. The North is the deepest old-generation private bank and cooperative banking market in India, with a well-informed, price-aware health insurance customer and mature hospital networks. The incumbent is expected to convert that density into signed, activated counters ahead of competition, and to build a second line of regional business developers who can cover 100% of the addressable partner universe.

Typical Week Activities

• Maintain a live, sized map of the Northern partner universe – old-generation private banks headquartered in Northern Zone, PSU banks headquartered in Delhi NCR, SFBs, RRBs, state apex and district central cooperative banks, urban cooperative banks, NBFCs and gold-loan lenders – with pipeline stage, premium potential and conversion probability for each.
• Own the deal cycle end to end: prospecting and first meeting, pitch, product and commercial structuring, partner due diligence, board/committee approvals, and agreement closure.
• Track open-architecture slot availability and competitor tie-ups across the zone; time the approach to renewal windows so PHI is at the table before the incumbent locks the slot.
• Leverage personal and institutional relationships with North-headquartered banks to create early momentum and use referrals to compress the sales cycle with cooperative and rural institutions.
• Build the regional pitch narrative – hospital network depth, cashless density, vernacular digital onboarding, claims turnaround – and tailor it by partner archetype and customer segment.
• Lead commercial negotiations within board-approved payout guardrails, working with Actuarial, Product, Legal, Compliance and Finance on term sheets, SLAs, payout structures and IRDAI corporate agency requirements.
• Navigate the specific approval mechanics of cooperative banks and RRBs – board resolutions, apex bank and sponsor bank alignment, licensing status and IRDAI registration of the entity.
• Run a structured, warm handover to Go-to-Market and Farming: counter mapping, licensing plan, training calendar, seed activity and first-90-day activation targets – with joint ownership of go-live.
• Recruit, coach and hold accountable a second line of Regional BD Managers across North Zone; build patch-level pipeline discipline.
• Report a clean weekly view to the Head – BD: funnel movement, conversion ratios, cost per partner acquired, expected premium and launch readiness of signed partners.

You Could Be the Right Candidate If You

• Have 10–14 years of experience in BFSI, with at least 7–8 years in General or Health Insurance bancassurance business development, and a track record measured in partners signed, premium delivered and market share won.
• Have owned the North as a territory and can name the institutions, the decision-makers and the approval paths from memory.
• Bring credible, current relationships across old-generation private banks, PSU zonal offices, SFBs, RRBs and the cooperative banking ecosystem in the zone.
• Are fluent in market mapping, competitor tie-up analysis and opportunity sizing – and can defend your prioritisation with numbers.
• Have led commercial negotiations and structured deals independently, with a working understanding of IRDAI corporate agency and open architecture norms.
• Have built and mentored a distributed BD team, and can show what happened to the people you hired.
• Are comfortable with a heavy travel calendar and with owning outcomes in a greenfield environment where the brand still needs to be explained.
• Hold an MBA / PGDM (preferred, not essential if the track record is there).

This Could Be the Gig for You If You

• Get energy from opening doors that are shut – the first meeting, the first pitch, the first signature.
• Would rather own a number and a territory than a slide deck.
• Enjoy the craft of a deal: sizing it, structuring it, defending the economics, and closing it.
• Think wing-to-wing – you care whether the partner you signed actually produces business six months later.
• Value agility, resilience, and data-driven decision-making in a fast-changing market.
• Want to build and lead a young BD team rather than inherit one.

What Can Make You Extra Special

• Have personally signed and launched a bank partnership – from cold intro to first premium.
• Have worked with cooperative banks, DCCBs or RRBs and know why those deals fail and how to save them.
• Have set up or scaled a bancassurance channel for a new-age or greenfield insurer in the North.
• Bring SFB or NBFC / gold-loan distribution experience, where the health cross-sell logic is still being written.
• Can tell a story about taking a slot away from an entrenched competitor – and holding it.
• Have worked in digital-led or API-integrated partner journeys.

What We Offer

• A competitive salary with attractive performance-based incentives linked to partner conversions and premium delivered.
• The chance to build a bancassurance franchise from a clean slate – you choose the partners, you shape the terms.
• Direct exposure to the CDO and leadership team, with short decision cycles and real ownership.
• Access to structured training, mentorship, and professional development programs.
• A supportive and inclusive culture that encourages innovation and customer-centric solutions.

Document generated by Prudential (UK) and HCL Group