Gowthaman Sounderraj

As an accomplished and dynamic professional, I bring over three decades of business development, distribution channel management, and operations management expertise to the table. My track record of success lies in crafting and implementing strategies that optimise distribution channels, ensuring a seamless client experience across a multi-product sales platform. As an expert in strategising, aligning, and executing company-wide initiatives, I have consistently driven significant results in key areas such as annualised new business, value generation, quality retention, and agency expansion.

My talent for developing and implementing robust business strategies has helped organisations succeed. With a proven aptitude for building high-performing teams and initiatives, I have consistently delivered positive outcomes for clients. My ability to skillfully analyse and evaluate business processes, technologies, and systems has contributed to my success in various executive-level roles.

Possessing a flair for devising innovative solutions to complex challenges, I thrive in collaborative environments where I can work alongside my colleagues to bring ideas to fruition. Passionate about business development through marketing and sales strategy, I infuse my boundless energy into every team I join. My strong leadership, coaching, and influencing skills enable me to excel in strategic objective achievement, corporate compliance adherence, client satisfaction, and business performance improvement.

As a charismatic thought leader, I excel at fostering relationships with suppliers, customers, and stakeholders through an engaging leadership style. Fluent in English, Hindi, Tamil, Telugu, and Marathi, I bring a valuable multicultural perspective to any organisation.

• As a key founding member, Key Management Personnel (KMP), and board member of the company, I am deeply involved in defining the strategic direction and ensuring operational excellence
• With more than 20 years of leadership experience in the insurance sector, I play a crucial role in the development, monitoring, and enhancement of our extensive branch network while also nurturing innovative partnerships and distribution models focused on group credit life insurance, group term life insurance, and group saving products
• My core responsibilities include strategic business planning, establishing and maintaining a robust distribution network, managing strategic partnerships, overseeing distribution channel management, and leading operations management
• My leadership is instrumental in achieving significant growth targets and expanding our customer base
• In the realm of product development, I work closely with the actuarial team to design and develop tailored insurance solutions
• I focus on creating distinctive distribution models that integrate seamlessly with our partners’ operations, ensuring maximum accessibility and customer engagement
• I am committed to building and leading high-calibre teams, ensuring they are equipped with the necessary skills to foster business growth and uphold our standards of performance
• My role also involves adapting and managing sustainable business strategies that are responsive to the evolving needs of our customers and the market
• Furthermore, I manage strategic partnerships with a diverse array of organisations, including NBFCs, MFIs, NGOs, NRLM, SRLM, FPO Aggregators, SHG Federations, FPOs, Co-Operative Segments, other lending institutions, MSMEs, and fintech providers
• These efforts are aimed at continuously improving our distribution models to optimise customer reach and service quality
• My extensive travel across the country enables me to directly oversee operations, address complex challenges, and maintain robust relationships with senior stakeholders and government departments
• Through these dedicated efforts, I significantly contribute to the company’s growth objectives, the broadening of our customer base, and our commitment to serving the low-income segment of the unserved and underserved population of India with innovative and accessible insurance products
• This holistic approach ensures that we stay at the forefront of the insurance industry, continually adapting to and meeting the diverse needs of our clients
• Key Responsibilities as KMP: Oversee and implement all organizational processes, systems, and policies
• Strategic Alignment: Ensure that these frameworks are in line with our strategic objectives and operational demands
• Regulatory Compliance: Guarantee full compliance with all relevant regulatory frameworks and adherence to legal standards
• Governance and Integrity: Maintain meticulous governance to uphold the integrity and accountability of our operations
• Risk Management: Protect the organization from legal and regulatory risks
• Operational Smoothness: Facilitate seamless business operations
• Ethical Commitment: Uphold the organization's commitment to ethical practices and standards.

• As a seasoned professional, I successfully oversaw and executed business development strategies that met the budgeted income targets for the assigned region, while skillfully managing the region's product mix strategy
• My expertise encompassed managing group insurance products, individual new business, renewal premium collection, credit life new business, and the effective execution of persistency strategies
• In collaboration with the top management of the State Bank of India in the region, I aligned business strategies to achieve desired outcomes
• My strategic leadership included the recruitment, training, development, and mentorship of teams
• I also designed and implemented rewards and recognition programs to enhance team motivation and performance
• I provided strategic and technical leadership across multiple initiatives, overseeing team performance, setting Key Result Areas (KRAs), conducting performance reviews, managing audits and risk analysis, creating and developing channels, improving business processes, and ensuring the delivery of sales operations and service deliverables
• With a keen eye for detail and a commitment to excellence, I guided my team to success and supported organisational objectives
• I spearheaded the recruitment, training, development, and mentorship of approximately 25,000 agents and facilitated the growth of 10,000 agents across various regions of the country during my tenure in retail agency operations.

• Responsible for a business portfolio of ₹ 1000 crores
• Within five months of the fiscal year, my team exceeded the annual objective of the GTLI category budget by 400%
• The fund's annual budget was met within the first five months
• Increased corporate clientele by 200%
• Successfully penetrated the social sector credit life insurance market, producing significant, industry-changing results for the organisation
• Acquired significant PSU accounts.

• Responsible for a business portfolio of ₹ 1550 crores
• Consistently achieved the highest volume of Credit Life Premium YOY for five consecutive years during the Banca stint
• Successfully strategised and implemented business plans across 1,500 bank branches while managing 3,500 certified insurance facilitators of State Bank of India with the help of 200 Business Development Managers under the supervision of 30 Area Managers who were ably guided and mentored by 8 AVPs
• Consistent 20 to 25% annual growth in Individual New Business Premium YOY
• Key Results Delivered in the fiscal year 2021–22: Individual New Business Premium: ₹ 350 Crores; Individual Renewal Premium: ₹ 1050 Crores; Credit Life Insurance Premium: ₹ 150 Crores, with 80% of 13th Persistency and 65% of 60th Month Persistency.

• Responsible for a business portfolio of ₹ 70 crores
• Managed a team of 95 Front-line Sales Managers, 4 Divisional Managers and 11 Branch Managers
• Rapidly elevated the territory from 48th to 4th position out of 52 territories at the pan-India level in just three years while overseeing part of Tamil Nadu
• Championed process initiatives and system building, including budgetary control, expense management, and award/reward/contest strategy implementation.

• Responsible for a business portfolio of ₹ 95 crores
• Managed a team of 120 Front-line Sales Managers, 5 Divisional Managers and 16 Branch Managers
• Contributed to company growth and stability in a highly competitive business environment through various client initiatives and programs
• Streamlined workflow, enhanced efficiency, and promoted customer satisfaction by consistently improving business processes, operations, and procedures
• Fostering successful relationships with key clients and company stakeholders while implementing marketing strategies to maximise the customer base
• Developed comprehensive budgets, monitored progress, and maintained fiscal responsibility.

• Responsible for a business portfolio of ₹ 85 crores
• Managed a team of 100 front-line Sales Managers, 4 Divisional Managers and 15 Branch Managers
• Developed comprehensive budgets, monitored progress, and maintained fiscal responsibility
• Provided feedback and counselling through the monitoring of employee performance and metrics
• Oversee recruitment, training, and leadership development plans
• Provided assistance with budgeting, forecasting, and strategy implementation.

• Responsible for a business portfolio of ₹ 65 crores
• Established and expanded the organisation’s entire infrastructure in the key operational area, from property identification to long-term lease and rent negotiations
• Front-line manager recruitment, training, and development
• Managed a team of 35 Front-line Sales Managers and 5 Branch Managers
• Achieved sales goals consistently over a period of 12 months, resulting in a promotion to Assistant Vice President.

• Responsible for a business portfolio of ₹ 65 crores of deliverables
• Developed and implemented sales training programs that improved sales skills of Insurance Agents and resulted in an increase in sales effectiveness
• Trained and mentored Front-line Managers on effective sales techniques, resulting in an increase in sales closures
• Utilised sales techniques and strategies to build customer relationships and close sales, resulting in an increase in sales
• Managed a team of 20 Front-line Managers and 2 Branch Managers
• Developed and implemented an effective sales strategy that increased sales in the assigned division
• Established and expanded the organisation’s entire infrastructure in the key operational area, from property identification to long-term lease and rent negotiations
• Achieved sales goals consistently over a period of 12 months, resulting in a promotion to Senior Divisional Sales Manager.

• Recruited, trained, and retained high-performing Insurance Agents
• Developed and implemented strategies to increase cross-selling and up-selling, resulting in an increase in sales revenue
• Monitored sales performance and identified areas of improvement, resulting in an increase in sales efficiency
• Managed a team of 5/10/15 Front-line Managers for key deliverables of the branch in the years 2004-05, 2005-06, and 2006-07, respectively
• Achieved sales goals consistently over a period of 12 months in 2005-06, resulting in a promotion to Divisional Sales Manager.

• Successfully set up a distribution agent network by identifying suitable candidates for insurance sales
• Conducted classroom training on the regulatory syllabus, prepared agents to pass required examinations, and provided product training and selling skills mentorship
• Offered continuous support, guidance, and motivation to agents, helping them achieve organisational sales objectives.

Key Achievements:

● I skillfully led the primary and secondary sales distribution channel set-up and management for both retail domestic and commercial LPG sales during my tenure

● Played a pivotal role in the successful launch of parallel LPG marketing in the country, earning significant appreciation and recognition from management

● Developed and implemented innovative sales strategies, boosting sales performance in the LPG gas division

● Collaborated with cross-functional teams to ensure seamless supply chain operations and timely delivery of LPG products to clients.

Key Achievements:

• I expertly set up and managed FMCG distribution channels during my tenure with the leading FMCG company in India
• Efficiently managed primary and secondary sales and stock-keeping for retail outlets
• Conducted channel sales team training and development to enhance overall performance
• Effectively managed trade load work and budgetary control, ensuring optimal resource allocation
• Designed and managed awards and rewards programs for distributor channel sales teams, fostering motivation and performance improvement
• Demonstrated excellence in key account management, product launch and relaunch, merchandising, and profit centre leadership
• Successfully implemented targeted marketing campaigns, increasing brand visibility and market share
• Collaborated with cross-functional teams to optimise supply chain operations and ensure timely product availability at retail outlets.