Manager - Insurance Advisory (Life & Health)

Job Description

Manager – Insurance Advisory (Life & Health)

Company: Upstox

Function: Insurance – Virtual Relationship Manager (VRM) Sales

Location: Thane (on-site)

Team: In-house VRM team across Life and Health Insurance

Experience: 7+ years in insurance sales, including 3+ years leading tele or digital-assisted advisory teams

Type: Full-time

About Upstox

At Upstox, we're building the future of investing — simple, powerful, and for everyone. We're one of India's fastest-growing fintech platforms, backed by the best in the business, including Mr. Ratan Tata and Tiger Global, and on a mission to make wealth creation accessible to every Indian. From first-time investors to seasoned traders, millions trust us to power their financial journeys. We're not just moving fast — we're moving with purpose. If you thrive in a high-energy, high-impact environment, you're in the right place.

The Role

You will own Upstox's in-house advisory sales engine for Life and Health insurance, end to end. That means leading unbiased, advisory-led guidance that helps customers choose the right plan, while hitting premium targets, building a high-performing and compliant VRM team, and making every lead count.

Your job is to turn Upstox's digital leads into well-advised, retained policyholders — with needs-based selling as the standard, not the exception.

What You'll Own

Sales Delivery

Targets — Own monthly, quarterly, and annual targets for Life and Health premium, policy count, and conversion.

Sales planning — Build the sales plan by product, channel, and lead cohort, and track daily performance against it.

Needs-based selling — Drive advisory conversations that improve average ticket size and cross-sell.

Funnel conversion — Maximize lead-to-issuance conversion and reduce drop-offs across underwriting, medicals, and payment stages.

Team Leadership

People growth — Lead, coach, and grow team leads and VRMs; set clear targets, incentives, and performance reviews.

Hiring & onboarding — Hire and onboard VRMs and ensure they complete IRDAI-mandated certification before selling.

Floor excellence — Run structured call audits, floor huddles, and product and objection-handling training.

Team health — Manage attrition, performance improvement plans, and succession within the team.

Process, Quality & Compliance

Regulatory compliance — Ensure every sale meets IRDAI regulations and insurer guidelines, including suitability, disclosures, and call recording.

Persistency — Improve 13th-month persistency through the right sale and timely renewal nudges.

Productivity — Refine lead allocation, dialer strategy, scripts, and CRM usage to lift team productivity.

Cross-functional Partnership

Product & Growth — Work with Product and Growth on lead quality, funnel design, and digital-assisted journeys.

Insurer partners — Coordinate with insurer partners on product training, underwriting queries, and issuance turnaround.

Servicing & Operations — Partner on post-sale issues, claims support hand-offs, and renewals.

Leadership reporting — Share weekly MIS and insights with the Business Head, and flag risks and opportunities early.

Who You Are

Experience — 7+ years in insurance sales, with 3+ years managing tele-sales or in-house advisory teams.

Proven performer — A track record of consistently hitting premium targets in Life and/or Health insurance.

Product depth — Deep knowledge of Life and Health products — term, savings, ULIPs, and health covers — and how to match them to customer needs.

Regulatory fluency — A strong grasp of IRDAI regulations on distribution, suitability, and customer protection.

Data-driven — Comfortable with funnels, MIS, dialer and CRM metrics, and Excel or dashboards.

Education — Graduate in any discipline; MBA preferred.

Good to Have

Experience at an insurance broker, web aggregator, or fintech with a strong tele-sales channel.

Exposure to building or scaling a team from a small base.

Hands-on experience with dialer tools, funnel management, CRM, and LMS platforms.

Why This Role Rocks

You'll own a core revenue engine in a fast-growing insurance business, with direct access to the Business Head.

You'll work with a large, high-intent customer base and strong digital lead flow — the raw material is already there.

You'll shape how a leading fintech does advisory insurance sales: honest, needs-based, and built to last.

By applying for this position, you acknowledge that you have reviewed our Prospective Employee Privacy Notice, which outlines how Upstox collects, uses, and protects your Personal Information (“PI”). I accept Upstox's Prospective Employee Privacy Notice.

Upstox is an Equal Opportunity Employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or other characteristics.