AVP, Commercial Lines (Business Development)

Job Description
About the role

Nova has built one of India's fastest-growing employee benefits books. Commercial Lines (Non-EB) is the next chapter: helping our clients de-risk their businesses across Liability (Cyber, PI, D&O) and Property, Engineering. As AVP, you will own a meaningful slice of that growth.

You'll operate as a player-coach: hunting new logos, partnering with Relationship Managers to convert existing EB clients into Commercial Lines accounts, and helping a small pod of BDMs sharpen their craft. The role suits someone who can hold a CFO-level conversation on risk and also roll up their sleeves on a complex SFSP submission.

What you'll own

1. Number. Carry an annual NB premium target for Commercial Lines. Build the pipeline, forecast it, close it.
   
2. Cross-sell into the EB book. Work with RMs to identify Non-EB opportunities in Nova's existing client base and co-pitch with them.
   
3. New logo hunting. Run outbound on a defined ICP (mid-market and enterprise), engage CFOs and Risk/Admin heads, and close.
   
4. Deal quality. Lead complex risk assessments, occupancy reviews, and bespoke programme design with the underwriting team.
   
5. Pod leadership. Mentor 2-4 BDMs on technical knowledge, pitch quality, and pipeline hygiene.
   
6. Feedback loop. Bring the field view back into product, pricing, and operations so we keep getting sharper.
   

KPIs for this role

1. Retention. Maintain 95%+ policy retention on the existing Commercial Lines book.
   
2. New acquisition. Close net new logos alongside a supporting BDM / RM, per quarterly targets.
   
3. Market competitiveness. Ensure competitive quotes are procured from the market for every active proposal, with at least 3 insurer quotes on every mid-market+ deal.
   
4. Service quality. Ensure client queries on Commercial Lines claims and endorsements are addressed within agreed TATs, with zero escalations to leadership for solvable issues.
   

Compensation

• Fixed: ₹15-20 LPA (Negotiable basis experience)
  
• Variable: ₹5-10 LPA in incentives, tied to KPI achievement
  
• ESOPs for senior hires
  

Why Nova

• Greenfield in a meaningful category. Commercial Lines is still being built. You shape it.
  
• Tech leverage. Our platform handles policy ops, claims, and renewals so you spend your time selling, not chasing endorsements.
  
• Flat, merit-led culture. Background and tenure don't decide outcomes here. Results do.
  
• Real work-life sanity. Sundays
  

Requirements What we're looking for

• 4-6 years in Non-EB / Commercial Lines sales at a broker, insurer, or insurtech
  
• Has personally worked on 100-300+ Commercial Lines proposals, with a working command of both Liability and Property portfolios
  
• A great communicator who can open doors and hold their own in conversations with CFOs, CXOs, and Boards
  
• Deep technical fluency across Property (SFSP/IAR), Liability (D&O, CGL, PI, Cyber), and at least one of Marine, Engineering (CAR/EAR), or Motor Fleet
  
• Has closed at least one enterprise account with annual premium north of ₹1 Cr
  
• Strong claims intuition: knows how to set client expectations and push insurers when it matters
  
• Bonus: experience building or scaling a Commercial Lines GTM motion from scratch
  

Benefits

Health insurance, Accident insurance for family

Annual Health Check-ups

Mental wellness support

Equity

Requirements
What We Are Looking For 8 to 14 years of experience in insurance placement or underwriting, with a strong focus on employee benefits Deep relationships with insurers, both private and PSU Strong working knowledge of GMC underwriting criteria and pricing structures Comfort with GPA and GTL is expected; non-EB experience is a plus Sharp Excel skills and comfort working with data to build pricing arguments Someone who can negotiate confidently, communicate clearly, and follow through Skills Excellent Excel Skills Excellent relationships with insurers and understanding of their relative aggression in the market they’re Understanding of EB (GMC, GPA, GTL) underwriting criteria of insurers Non-EB understanding is a plus