Zonal Business Development - Banca

Prudential Health India Job Description

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.

To partner us in this mission, we are looking for a talented...

Zonal Business Development Head – West (Bancassurance)

Title:	Zonal Business Development Head – West (Bancassurance)
Location:	Mumbai (with extensive travel across the zone)
Reporting to:	Head – Business Development
Team:	Regional BD Managers – Maharashtra & Goa, Gujarat, MP & Chhattisgarh
Zone coverage:	Maharashtra, Goa, Gujarat, Madhya Pradesh, Chhattisgarh

Role Summary

The Zonal Business Development Head – West owns Prudential Health India's bancassurance partner acquisition agenda for the western zone. The role is accountable for identifying, pitching, negotiating and onboarding banking and financial institution partners – private and PSU bank corporate offices, Small Finance Banks, urban co-operative banks, district central co-operative banks, NBFCs, HFCs, brokers-turned-distributors and fintech lenders.

The West is where most large banks and NBFCs are headquartered, which makes it the zone with the highest-ticket, most contested and most process-heavy deals – and simultaneously the country’s densest urban co-operative banking market across Maharashtra and Gujarat. The incumbent must be equally credible in a Nariman Point corporate office negotiation and in a Rajkot or Nashik co-operative bank board meeting, and must build a second line that can cover both.

Typical Week Activities

• Maintain a live, sized map of the western partner universe – corporate and head offices of PSU and private banks in Mumbai and Vadodara, SFBs, urban co-operative banks and DCCBs across Maharashtra and Gujarat, NBFCs, HFCs and the Mumbai fintech lending ecosystem – 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.
• Use proximity to national head offices to run large, multi-stakeholder pursuits – navigating insurance verticals, product, digital, compliance and procurement teams in parallel, and managing formal RFP and empanelment processes end to end.
• Track open-architecture slot availability and competitor tie-ups; build a renewal-window calendar for the top 25 targets in the zone so PHI is positioned months before the slot opens.
• Work the urban co-operative bank and DCCB density in Maharashtra and Gujarat as a volume play – a repeatable pitch, a standard term sheet and a pipeline built for throughput rather than one-off heroics.
• 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.
• Shape differentiated propositions for the zone – SME and business-banking customer health cover in Gujarat, mass-affluent metro segments in Mumbai and Pune, and credit-linked health attachments with NBFC and HFC partners.
• 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 Maharashtra & Goa, Gujarat, MP & Chhattisgarh and Rajasthan; 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 West as a territory and can name the institutions, the decision-makers and the approval paths from memory.
• Bring credible, current relationships at head-office level with private and PSU banks, SFBs, NBFCs and HFCs, alongside working access into the Maharashtra and Gujarat co-operative banking ecosystem.
• Have run large, formal partner pursuits – RFPs, empanelment, procurement, multi-round commercial negotiation – and closed them.
• Are fluent in market mapping, competitor tie-up analysis and opportunity sizing – and can defend your prioritisation with numbers.
• Have a working understanding of IRDAI corporate agency and open architecture norms, and of credit-linked and group health constructs used by NBFC and HFC partners.
• Can hold a business conversation in Hindi, Marathi or Gujarati – a real advantage in the co-operative and up-country segments.
• Have built and mentored a distributed BD team, and can show what happened to the people you hired.
• 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 converted a large PSU or top-10 private bank tie-up, and know how long that really takes and where it stalls.
• Have worked the urban co-operative bank market at scale and built a repeatable playbook for it.
• Have set up or scaled a bancassurance channel for a new-age or greenfield insurer.
• Bring NBFC, HFC or embedded/credit-linked distribution experience.
• 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.

Prudential Health India - Confidential