BH DSF Kolkata Metro

Job Title

Branch Manager - 1

Function

DSF

Department

DSF - Sales

Reporting To

(Title)

Assistant Regional Manager / Regional Manager/Asst. Zonal Head

Superior ’s Superior

(Title)

Zonal Head/Asst. Zonal Head/Head of Sales

Unit

Birla Sun Life Insurance Company Ltd

Location

Zone

Business

Life Insurance

Date

May 2013

• Job Purpose
  
  

The purpose of this job is to manage a team of Agency Managers, ensure advisor recruitment as per plan, and assist the Branch Head to make the branch a profit centre and to achieve annual business targets.

• Dimensions
  
  

What are the areas (in quantitative terms) the job has an impact on?

Dimension Remarks

• 
  
  

Manpower (Nos.)

8 to 10 AMs

• 
  
  

Annualised Premium (in Cr)

50 Lac to 1.5 Cr

• 
  
  

Policies (Nos)

100 to 500

• 
  
  

Net Annualised Advisor Commission (NAAC) (in Cr)

10 Lac to 30 Lac

• 
  
  

Persistency

85%

13 month Rolling Premium Persistency

• 
  
  

Sales Progression

Maintain 30% of sales progression in the team

• 
  
  

Licensing

Create distribution as defined in the targets

• 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 –

• Unavailability of Quality Manpower in terms of Agency Managers and advisors, Retention of Quality Manpower
• Licensing of Advisors – Pass Percentage is very low, getting examination dates for Online Examination is very difficult.
• Fluctuating market condition
• Delay in completion of business during month end as it involves the long process to issue the policy (starting from policy receipting, scanning, completing requirement, medical follow ups and finally the completion).
• Infrastructure constraints
• Ensuring that business is carried out as per the compliance & regulatory environment
• Principal Accountabilities
  
  

Accountability

Supporting Actions

Ensure performance of assigned Agency Managers with respect to recruitment of Advisors & achievement of business targets.

• Recruit quality resource
• Ensure performance standards of recruitment , activisation , policies & premium are met by the assigned agency managers
• Maintain the profitability:
  
  

Of the advisor

Of the Branch.

• Keep track on Advisors Contest and Clubs
• Keep track on various training needs.
• Sharing good sales practices.
• Provide support to AM by participating in sales/recruitment.
• Be responsible for the market conduct of the assigned agency managers and the advisors in their team
• Maintain the Sales Report on Introduction and Issued Business
• Develop the Agency Manager’s (goal sheets).
• Carry out goal setting exercise with his team enabling the FLS team to deliver the expected productivity & subsequently leading the team to progress to next progression level.
  
  

Manage persistency and business health for the allotted branch so that functional goals are achieved.

• Manage sales force attrition as per bench mark.
• Maintain quality of business for better persistency.
  
  

Relationship Management (Internal & External) to drive performance.

• Maintain healthy & cordial relation with team of Agency Managers as well as all concerned departments.
• Maintain one to one contact with all advisors.
• Ensure reaching of communication to the advisors of his team about new product, schemes, clubs, etc. (using FLS as key point of contact).
• Visit top advisors in regular intervals.
  
  

Drive local sales promotion effort for to support team members in achieving business targets

• Anticipate sales promotion opportunities in the area of operation and devise innovative promotional activity.
• Driving various contests