Senior Sales Manager

Job description

- Job Purpose To derive Insurance Business from assigned Relationship/Channel partner in an area or zone, to convince the relationship so they can convince their customer to invest in Birla Sunlife Insurance. To ensure all the pre and post sales support and services to the relationship as well as to the clients along with the team dedicated to the relationship. Ensure not only achieving the target but also to make sure there is a consistent growth in the business every quarter. - Dimensions What are the areas (in quantitative terms) the job has an impact on? **Dimension** **Remarks** **Manpower (Nos.)** 10-11 depending Branch Spread **Business Impact** Xxx **Target - (Individual )** Annualized Premium (AVG)– 5- 10 Cr **Complete accountability of the Sales Target** of the Vertical which has a direct impact on the Relationship’s top-line target. **Customer Complaints** 0 Customer Complaints At HDFC Customer Complaints are critical and hence every vertical head will look personally **Persistency** 80% Premium Persistency 80% Policy Persistency **Drive 13 month Rolling Premium Persistency** - Job Context & Major Challenges (What are the specific aspects of the job that provide a challenge to the jobholder in the context of the Unit/Zone? Key Challenges for the role – - Market Volatility as BSLI predominantly sell unit linkedpolicies - High dependency on HDFC Branch Banking Model in Open Architecture who may have their own priorities so alignment is the key. - Balancing between the process requirement and expectations of the Channelpartners - Principal Accountabilities **Accountability** **Supporting Actions** Achieve Targets (Premium & Revenue) in order to contribute in overall growth of the company - Continuous interaction with the channel partners ( Multiple Branch Heads of theBank) - Mapping all the key decision makersand ensuring that the same information is shared with the RH/ZH - Aggressively downloading all the RnRactivities running by theorganisation. - Create Innovative ways to haveBranch Activities to increase thecustomer penetration Executes smooth function of the sales and other processes in order to maximise business potential. - Communicate any process change or changein any rules and regulations by the help of different trainingmodule. - Ensure that actual sales and service aspects including sales calls, issuance andcomplaint handling are carried out without anyblocks Relation Ship Management: Open Architecture - To Handle Bank customers requirementswith the best services and productsranges - To be equipped with insurance andBank Productsknowledge To manage the relationship at all the levels to have the desire out-puts. Building new business opportunities within the allocated area/relationships in order to maximise the productivity / Top Line - Identify innovative methods working withthe relationship to enhance penetration of the database - FLS Review Mechanism to have 40%Activation with 2 Case / Active @ 50K ATS to befocused - Ensure Product Mix - Trad 50% : ULIP 40%: Term10% - 15% Business More than TATA Provideinputs for new products & Sales Pitch, basis an in- depth understanding of Channelneeds - Identify training needs for the in-houseand channel partnerteam Execute the right method of business acquisition in order get the profitable mix for the organisation - Scrutinise the business on regular basisand give the relevant information tosuperiors - Interact with the customers throughwelcome calls Achieve Persistency targets as per the company norms so that renewals take place on time - Communicate with customersand - resolve queries as and when requiredto ensure that renewal takes place on time