Area Manager Sourcing HDFC Asset Bangalore

Birla Carbon; Bengaluru; On-site; INR 600,000 - 1,200,000; Full time

Benefits offered by this job

Health insurance

Performance bonuses

Career development opportunities

Job summary

Birla Carbon is seeking a Regional/Area Sales Manager responsible for driving business growth through effective management of relationships with HDFC Bank and channel partners. This role involves leading a team of Sales Managers and ensuring their performance aligns with targets and customer expectations.

The ideal candidate will have strong experience in sales management, excellent communication skills, and a knack for fostering relationships to enhance business outcomes.

Qualifications

• Minimum 5 years of experience in sales management.
• Proven ability to drive sales growth through effective team management.
• Experience in the financial services or insurance sector is a plus.

Responsibilities

• Drive business and achieve targets through allocated area.
• Manage a team of Sales Managers and ensure smooth business processes.
• Maintain relationships with channel partners to enhance business.

Skills

Strong communication skills

Team management

Sales target management

Relationship building

Education

Bachelor's degree in Business or related field

Tools

CRM software

Microsoft Office Suite

Job description

Job Description:

Job Title

Regional/Area Sales Manager – HDFC Relationship ( All Verticals)

Function

1) 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.

2) Dimensions

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

Dimension

Remarks

1.

Manpower (Nos.)

4-5 depending on the relationship. Indirect – could range from 20 to 25.

2.

Business Impact

Xxx

a.

Target - (Individual )

Annualized Premium (AVG) – 5 to 10 Cr.

Complete accountability of the Sales Target of the Vertical which has a direct impact on the Relationship’s top-line target.

b.

Customer Complaints

0 Customer Complaints. At HDFC Customer Complaints are critical and hence every vertical head will look personally.

c.

Persistency

80% Policy Persistency.

Key Challenges for the role

• High dependency on HDFC Bank relationships who may have their own priorities so alignment is the key.
• Balancing between the process requirement and expectations of the Channel partners.

4) Principal Accountabilities

• Ensure achievement of Targets (Premium & Revenue) to contribute to overall growth of the company.
• Continuous interaction (as per RH/ZH's defined grid) with the channel partners.
• Mapping all key decision makers & building a review mechanism per mapping basis decided intervals.
• Aggressively download all the RnR activities to be run by BSLI. Ensure smooth function of the sales and other processes to maximize business potential.
• Communicate any product changes, process change or change in any rules and regulations (internal / IRDA) with the help of different training modules.
• Support in actual sales and service aspects including sales calls, issuance and complaint handling.
• Maintain the expense gap to reduce cost:
  • Understand the need of the expense.
  • Take commitment from the channel before any spending or allocation of the budget.
  • Maintain an SM wise expense tracker.
• Ensure relevant people in the right place right time to maximize productivity:
  • People Retention @ 90% levels to be maintained.
  • Understand the strength of the resource and allocate job responsibilities accordingly.
  • Evaluate the opportunity of each business unit and allocate targets accordingly.
  • Recruit, develop and train team members to maximize productivity.
  • Position gaps/vacancy to be filled within T+15 days.
• Ensure the right method of business acquisition to get the profitable mix:
  • Scrutinise the business on a regular basis.
  • Maintain quality checks. Monitor Customer Complaints and adhere to defined resolution TATs - T+72 hrs.
  • Take necessary documented actions against defaulting employees on quality / conduct parameters.
• Ensure Persistency targets (from 2nd year) as per company norms so that renewals take place on time:
  • Regular MIS flow and communication with Channel Partners on T-30 basis (T being the renewal date).
  • Resolve queries as and when required to ensure that renewal takes place on time.
  • Fortnightly renewal status review mechanism to be followed internally.
• Building new business opportunities within the allocated area/relationships to maximize productivity / Top Line:
  • Identify innovative methods working with the relationship to enhance penetration of the database.
  • SM Review Mechanism to have 40% Activation with 2 Case / Active @ 50K ATS to be focused.
  • Ensure Product Mix – Trad 50% : ULIP 40% : Term 10%.
  • 15% Business More than TATA Provide inputs for new products & Sales Pitch, basis an in-depth understanding of Channel needs.
  • Identify training needs for the in-house and channel partner teams.
  • Regular product updates and comparative analysis should be shared with Bank Leadership / Hierarchy.

5) 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.

6) Relationships

Internal

• TPD Support Team – Daily
• Training Manager – Weekly twice
• HR Dept – Daily
• Customer Service Team – Daily (Process, login and issuance related)
• Client Service Team – Daily (Training related, recruitment and other issue, follow up regarding service issue, follow up regarding issuance)

External

• Bancassurance partner – Daily (All issue, Business and service)