AVP, Commercial Lines (Business Development)

The Role

We're looking for a AVP - Commercial Lines to help build and grow Nova's Commercial Lines business. Nova has built one of India's fastest-growing Employee Benefits books, and Commercial Lines is the next chapter. We are expanding into areas such as Property, Liability, Cyber, Professional Indemnity, D&O, Engineering, and other Commercial Lines to help our clients better manage and de-risk their businesses.

This is a player-coach role. You will own your own business development targets, hunt new logos, and work with Relationship Managers to identify and convert Commercial Lines opportunities within Nova's existing EB client base. You will also work closely with a small pod of BDMs to improve their technical knowledge, sales approach, and pipeline execution.

The role is suited to someone who understands Commercial Lines deeply, can hold their own in conversations with CFOs and senior business leaders, and is equally comfortable getting into the details of a complex insurance proposal.

• Own an annual new business premium target for Commercial Lines and build, manage, and forecast the pipeline required to achieve it.
  
• Identify Commercial Lines opportunities within Nova's existing Employee Benefits client base and work with Relationship Managers to convert them into new accounts.
  
• Build and close new logo opportunities across defined mid-market and enterprise accounts.
  
• Engage with CFOs, CXOs, Risk Heads, Admin Heads, and other senior stakeholders to understand their business risks and insurance requirements.
  
• Lead the sales cycle from prospecting and requirement gathering through risk assessment, proposal, negotiation, and closure.
  
• Work closely with placement and underwriting teams to develop suitable insurance programmes and secure competitive terms from insurers.
  
• Lead complex proposals across Property, Liability, Cyber, D&O, PI, Engineering, and other Commercial Lines.
  
• Use your technical understanding of Commercial Lines to advise clients, identify coverage requirements, and build strong insurance solutions.
  
• Develop strong relationships with clients and insurers and use market knowledge to drive competitive commercial outcomes.
  
• Mentor and support a small pod of BDMs on Commercial Lines knowledge, pitch quality, opportunity management, and pipeline hygiene.
  
• Bring market and client feedback to Product, Pricing, Placement, and Operations teams to continuously improve Nova's Commercial Lines proposition.
  

• 4-6 years of experience in Non-EB / Commercial Lines sales at an insurance broker, insurer, or insurtech.
  
• Hands-on experience working on 100+ Commercial Lines proposals, with strong exposure to both Liability and Property portfolios.
  
• Strong technical understanding of Property products such as SFSP/IAR and Liability products including D&O, CGL, PI, and Cyber.
  
• Exposure to at least one of Marine, Engineering (CAR/EAR), or Motor Fleet.
  
• Strong ability to open doors, build relationships, and hold conversations with CFOs, CXOs, and senior business stakeholders.
  
• Proven track record of closing enterprise accounts, including at least one account with annual premium of 1 Cr+.
  
• Strong understanding of Commercial Lines claims and the ability to manage client expectations and effectively negotiate with insurers when required.
  
• Strong communication, negotiation, commercial judgment, and relationship management skills.
  

• High ownership and ability to independently manage the sales cycle from prospecting through closure.
  

• Experience building or scaling a Commercial Lines sales or GTM motion from scratch.
  
• Existing relationships with CFOs, Risk Heads, Finance Heads, or other senior stakeholders across mid-market and enterprise companies.
  
• Experience working across both new business and cross-selling into existing accounts.
  
• Experience mentoring or managing BDMs or other sales team members.
  

• Experience working in a fast-paced insurance broking, insurtech, or startup environment.
  

• Build a new business vertical: Shape Nova’s Commercial Lines business and play a key role in building the category from the ground up.
  
• Own meaningful growth: Carry a direct business target and have clear ownership of Commercial Lines growth and outcomes.
  
• Work with enterprise clients: Build relationships with CFOs, CXOs, Risk Heads, and senior decision-makers across mid-market and enterprise accounts.
  
• Leverage Nova’s existing book: Unlock Commercial Lines opportunities within Nova’s growing Employee Benefits client base while building new logos.
  

• Build and lead: Grow your own business while mentoring a small team of BDMs and helping shape the Commercial Lines GTM motion.
  

• Achievement of new business premium and revenue targets for Commercial Lines.
  
• New logos acquired and Commercial Lines opportunities converted from Nova's existing EB client base.
  
• Growth in Commercial Lines penetration and cross-sell within the existing Nova book.
  
• Strong retention of the existing Commercial Lines portfolio.
  
• Competitive pricing, coverage, and commercial outcomes across active proposals.
  
• Quality and speed of execution across the sales and placement cycle.
  
• Strong client and insurer relationships with minimal avoidable escalations.
  
• Performance and development of the BDM pod.