National Sales Head - Bengaluru South - Onsurity

Description

Onsurity is a rapidly growing employee healthcare benefits platform that provides flexible and customised healthcare subscriptions for SMEs, start-ups, and enterprises. We believe that access to healthcare benefits shouldn't be a luxury. It is this philosophy that has strengthened our commitment towards making healthcare affordable and accessible for all.

Our subscriptions include discounts on medicine orders, health checkups, fitness plans, free doctor teleconsultations, and insurance, among other benefits. We believe in inclusivity which means our plans are not limited to full-time employees. We also cover contractual workers, interns, freelancers, and consultants.

We encourage you to read more about us on You can also find us on LinkedIn, Instagram, and YouTube.

Below are stories that define our journey and showcase our commitment to democratizing healthcare across the country.

1. Onsurity is providing healthcare membership to SMEs with as low as three employees
2. The Journey Of Startups: Journey Onsurity
3. Cricketer Anil Kumble backs Onsurity as strategic advisor
4. Onsurity partners with Gulf Oil to offer healthcare to 10,000 truckers
5. 83% Indian Employees Unaware Of Employer-Provided Healthcare Benefits, Says Study
6. News: Onsurity secures $45M Series B round led by Creaegis — People Matters

We were also featured in the first season of Disney+ Hotstar's remarkable series, The Great Indian Disruptors.

Our strategic partner and investor, cricketing legend Anil Kumble, is actively involved in our mission to make healthcare more accessible. Anil Kumble recently graced us with his presence at Onsurity's Bengaluru office and engaged with our employees. He is passionate about our mission and has played an instrumental role in our journey so far.

Recently, Dun & Bradstreet India acknowledged our mission and conferred us with the Dun & Bradstreet Start-up 50 Trailblazer 2023 award.

About the Role:

Work Location: [Bengaluru/Mumbai/Delhi NCR]

Department: Onsurity Partner Program

Reports To: Director – Growth Initiatives

About the Role

We are looking for a visionary and execution-focused National Sales Manager to build and scale Onsurity's Partnership. Program. You will lead a pan-India team of Area Directors (ADs) and Digital Relationship Managers (DRMs) to create the country's largest network of "Connectors" (Chartered Accountants, HR Consultants, Financial & Business Advisors).

Your mission is not to build a traditional insurance agency. Your mission is to build a high-velocity B2B Referral Channel that empowers professionals to cross-sell Onsurity's Monthly Wellness Memberships to Indian SMEs.

Key Responsibilities

1. Strategic Channel Building

• Architect the Roadmap: Design the Go-To-Market strategy to recruit, onboard, and activate 50,000+ Partners (Non-POSP/Non-Licensed partners) across India.
• Value Proposition: Evangelize the "Subscription vs. Premium" narrative. Position Onsurity as a monthly SaaS-like utility for SMEs, not a complex financial product.
• Segment Targeting: Define strategies to penetrate specific professional communities (CAs, Tax Consultants, Payroll providers) who have existing trust with SME owners.

2. Team Leadership & Management

• Manage the Hierarchy: Lead, mentor, and monitor a dual-layer team:
• Area Managers / Directors : Who manage regional territories and key high-value partners.
• Virtual / Digital Relationship Managers : Who handle high-volume digital onboarding and lead closure.
• Sales Cadence: Drive daily/weekly rigour on input metrics (Partner registrations, Pilot clients referred) and output metrics (Monthly Recurring Revenue).

3. Revenue & Activation

• Drive "Cross-Sell" Behaviour: Create play-books that teach Partners how to introduce Onsurity to their existing clients as a value-add service.
• Activation: Ensure Partners don't just register, but actively refer. Drive campaigns to move partners from "Registered" to "Earning."
• Revenue Goals: Own the national target for Subscription Revenue (ARR) generated through the Partner channel.

4. Compliance & Process Integrity

• Strict Vocabulary Enforcement: Ensure the entire channel adheres to the "No-Agency" model. Ensure no usage of terms like "Premium," "Commission," or "POSP." Position the program strictly as a Marketing & Referral Partnership.
• Digital-First Execution: Promote the usage of the Onsurity Partner App/Dashboard. Ensure the process remains 100% paperless and digital.

Ideal Candidate Profile

• Experience: 10–15 years in Channel Sales, B2B Partnerships, or Affiliate Networks.
• Preferred: Experience in Fintech, Pharma, FMCG or progressive Insurtech where you built a partner channel from scratch.
• Note: Traditional Agency Managers (Life/General Insurance) must demonstrate an ability to "unlearn" traditional agency models.
• Network: Strong understanding of the SME ecosystem and professional influencers (CAs/Consultants).
• Leadership: Proven track record of managing large, distributed sales teams (FOS and Telesales).
• Mindset.
• You understand Subscription Economy (MRR) better than "Yearly Premium."
• You are tech-savvy and data-driven.
• You are a "Hunter" who can open new territories.

Key Performance Indicators (KPIs)

1. Network Growth: # of Active Partners recruited MoM.
2. Revenue: Total Monthly Subscription Revenue booked via the channel.
3. Activation Rate: % of Partners who refer at least 1 active client within 30 days.
4. Partner Earnings: Ensuring Partners are hitting the ₹50k–₹1L earning benchmarks to drive retention.