Regional Sales Manager - HDFC Securities - Bangalore/Chennai

Job Title

Regional Sales Manager - Bancassurance

Function

HDFC Securities- Sales

Department

Bancassurance

Reporting To

(Title)

Relationship Head

Superior ’s Superior

(Title)

Head – Banca & Health Business

Unit

Birla Sun Life Insurance Company Ltd

Location

Zone

Business

Life Insurance

Date

March 2013

• Job Purpose
  
  

Drive business and achieve targets through allocated region/area. Nurture and maintain the relationship with the channel partner for the incremental development of the business contributing by the relation and help/supervise them for the smooth function of the business process flow. Manage a team of Sales Managers to maintain the proper process of doing valued business for the organisation.

• Dimensions
  
  

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

Dimension

Remarks

• 
  
  

Manpower (Nos.)

4-5 depending on the relationship

Indirect – could range from 28- 35

• 
  
  

AP (Yearly in Cr)

Rs. 10-15 cr

• 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 –

• High dependency on third party/relationships who may have their own priorities so alignment is the key.
• Balancing between the process requirement and expectations of the Channel partners
• Principal Accountabilities
  
  

Accountability

Supporting Actions

Ensure achievement of Targets (Premium & Revenue) in order to contribute in overall growth of the company

• Continuous interaction with the channel partners
• Mapping all the key decision makers
• Aggressively downloading all the RnR activities running by the organisation.
  
  

Ensure smooth function of the sales and other processes in order to maximise business potential.

• Communicating any process change or change in any rules and regulations by the help of different training module.
• Supporting in the actual sales and service aspects including sales calls, issuance and complaint handling
  
  

Maintain the expense gap in order to reduce the cost

• Understanding the need of the expense
• Taking commitment from the channel before any spending or allocation of the budget
• Maintain a SM wise expanse tracker
  
  

Ensure relevant people in the right place right time in order to maximise the productivity

• Understanding the strength of the resource and depending on that allocating job responsibility
• Evaluating the opportunity of each business unit and allocating targets as per that
• Recruit, develop and train team members to maximize productivity
  
  

Ensure the right method of business acquisition in order get the profitable mix for the organisation

• Scrutinise the business on regular basis
• Interacting with the customers through welcome calls
  
  

Ensure Persistency targets as per the company norms so that renewals take place on time

• Communicate with customers and
• Resolve queries as and when required to ensure that renewal takes place on time
  
  

Building new business opportunities within the allocated area/relationships in order to maximise the

• Identify innovative methods working with the relationship to enhance penetration of the database
• Job Purpose of Direct Reports
  
  

Sales Manager / Senior Sales Manager: 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.

• Relationships (If Applicable)
  
  

Internal Frequency Nature

HDFC Securities Support Team

Training Manager

HR Dept

Customer Service Team

Client Service Team

Daily

Weekly twice

Monthly

Daily

Daily

Process, login and issuance related

Training related

Recruitment and other issue

Follow up regarding service issue

Follow up regarding issuance

External Frequency Nature

Bancassurance partner

Client – prospect

Daily

Daily

All issue

Business and service

• Organizational Relationships (Separate Annexure to be Attached)
  
  

Head HR & Admin

Chief Mgr - HR

Perf, Comp & Ben.

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