Chief Distribution Officer (Insurance Sales Channels)

Job Title: Chief Distribution Officer (Insurance Sales Channels)Role SummaryThe Chief Distribution Officer (CDO) leads the strategy, performance, and expansion of all insurance sales and distribution channels. This role is responsible for driving revenue growth, optimizing channel productivity, and building a diversified, high-performing distribution ecosystem across agency, bancassurance, brokers, and digital platforms.Key Responsibilities1. Distribution Strategy & GrowthDefine and execute the enterprise-wide distribution strategy aligned with business goalsDrive premium growth, market share expansion, and channel diversificationIdentify new distribution opportunities (digital, partnerships, embedded insurance)2. Channel ManagementOversee all distribution channels, including:Agency / tied agentsBancassurance partnershipsBrokers and intermediariesDirect and digital channelsSet performance targets and ensure channel profitability3. Sales Performance & ProductivityEstablish KPIs (sales volume, conversion rates, persistency, cost of acquisition)Optimize sales productivity and channel efficiencyImplement performance management frameworks and incentive structures4. Partnerships & AlliancesBuild and manage strategic partnerships with banks, fintechs, aggregators, and corporate clientsNegotiate commercial agreements and distribution dealsExpand ecosystem partnerships to drive customer acquisition5. Customer & Market StrategyDevelop customer segmentation and channel-specific go-to-market strategiesEnhance customer acquisition, retention, and cross-sell/upsell opportunitiesAlign distribution strategy with evolving customer behaviors6. Digital & TransformationLead digital distribution initiatives (online sales, mobile platforms, embedded insurance)Leverage analytics, CRM tools, and automation to improve sales effectivenessDrive adoption of digital tools across the sales force7. Governance & ComplianceEnsure adherence to regulatory requirements and sales conduct standardsAlign distribution practices with frameworks such as IFRS 17 and local insurance regulationsMonitor risk, compliance, and reputational exposure across channelsQualifications & ExperienceBachelor's degree in Business, Finance, Marketing, or related field (MBA preferred)15–20+ years of experience in insurance sales, distribution, or channel managementProven track record in managing multi-channel insurance distributionStrong understanding of agency, bancassurance, broker, and digital sales modelsExperience in leading large sales teams and driving revenue growthKey CompetenciesStrategic sales leadership and commercial acumenStrong relationship management and negotiation skillsData-driven decision-making and performance managementCustomer-centric mindsetDigital transformation and innovation capabilityOriginally posted on Himalayas