Assistant Regional Manager - DSF - Ranchi

Aditya Birla Sun Life Insurance

Jharkhand

On-site

INR 1,800,000 - 2,400,000

Full time

3 days ago

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Job summary

Aditya Birla Sun Life Insurance seeks an Assistant Regional Manager to lead the sales force across the region. You will drive the distribution strategy, ensure targets are met, and maintain high standards of market conduct in line with guidelines.

The role focuses on managing manpower, optimizing branch performance and expanding advisor recruitment to strengthen the distribution network. Key responsibilities include strategizing branch plans, driving productivity, and collaborating with

Qualifications

Must have proven sales leadership in insurance distribution.
Strong ability to devise and execute regional plans based on market analysis.
Experience in recruitment of advisers and building a performance-driven sales team.

Responsibilities

Devise and execute branch-level plans based on market analysis to ensure achievement of targets.
Ensure branches allocated are manned adequately with quality manpower.
Gain market intelligence in allocated geography and devise strategies to tap potential markets.
Recruitment of advisors in areas with unexploited potential and improve brand awareness in underdeveloped areas.
Ensure high quality business while maintaining compliance and cost effectiveness.

Skills

Sales leadership

Market analysis

Recruitment

Team motivation

Job description

Job Purpose

Job Title

Assistant Regional Manager

Function

DSF

Department

DSF - Sales

Reporting To

(Title)

Zonal Head/Asst. Zonal Head

Superior ’s Superior

(Title)

Head of Sales

Unit

Birla Sun Life Insurance Company Ltd

Location

Zone

Business

Life Insurance

Date

May 2013

Job Purpose

The purpose of the job is to ensure execution of the sales distribution strategy for the allotted region through achievement of the allocated sales targets by effectively leading the complete sales force for the region while ensuring quality of business sourced and market conduct is as per defined guidelines.

Dimensions

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

Dimension
Remarks
Manpower
Direct: 14 to 17 (Branch Manager, Branch Head & Relationship Managers)
Indirect: 175 to 210 FLS and Support Staff
Annualised Premium (in Cr)
~ Rs. 10 to 40 cr
Net Annualised Advisor Commission (NAAC) (in Cr)
~ Rs. 2.5cr – 5.5cr
Persistency
85%
13 month Rolling Premium Persistency
Branches
11 to 15 Branches
Activisation
25% to 35%
Policies
7,500 to 15,000

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 skilled manpower in small towns
Short gestation time to develop people because of fast business demand.
Managing Attrition at the frontline due to immense competition
Getting adequate infrastructure in place in small locations
Highly competitive and aggressive industry, especially in the Direct Sales Force channel
Ensuring a fine balance between the multiple demands placed on the sales force by multiple channels

Principal Accountabilities

Accountability

Supporting Actions

Ensure effective execution of thebusiness strategy in the Region

Devise and execute branch-level plans based on market analysis to ensure achievement of targets
Ensure effective communication and awareness of targets by each team member
Conduct periodic reviews and recommend corrective action where required
Drive and motivate team members to achieve business targets
Ensure branches allocated are manned adequately with quality manpower

Identify incremental business opportunities in the region through market intelligence & penetrate in underdeveloped market to enhance distribution reach

Gain market intelligence in allocated geography
Devise and execute in place strategies to tap potential market.
Ensure recruitment of advisors in the areas having unexploited potential
Enhance brand awareness in underdeveloped areas for future business

Ensure profitable and sustainable business by driving sourcing of high quality business sourced, market conduct in line with organizational and legal requirements as well as managing cost effectively

Ensure that the business activities are carried out as per the compliance & regulatory guidelines laid by the company
Put in place checks and balances to control the quality of business
Take corrective actions as and when any malpractice or market misconduct is found
Drive awareness and adherence to persistency targets
Monitor each branch’s actual expenditure against budget
Initiate measures to curb the less important expenses & drive profitability at the branches
Drive branch profitability by taking new cost optimization initiatives

Ensure high levels of motivation and productivity in the team by effective implementation of sales promotion & R & R programs and implementation of sales tools and processes

Implementing Sales progression across the levels wherein people are more assured of career enhancement on delivery of the expectations
Drive periodic zonal and organizational R&R initiatives and motivate team towards peak achievements
Effectively communicate the promotional program to the entire sales team.
Ensure branches plan the incremental revenues through these programs.
Ensure the delivery of results during the program period
Give feedback on the results of the promotional program.
Identify opportunities, drive and monitor productivity enhancement initiatives
Communicate the effective use of sales process to the entire sales team
Plan and review the process at the BM/BH/ReM. FLS and the Advisor level and obtain the feedback for further enhancement.
Facilitate the maintenance of proper database on day to day activities to monitor performance

Ensure streamlined teamwork with support functions such as Operations, Sales Training, Marketing, Compliance and HR to ensure achievement of regional business goals

Giving proper support to the Operations team to improve the login to completion ratios for new business sourced as well as servicing to existing clients.
Ensure team members are a part of planned Training initiatives so as to ensure they are adequately equipped in terms of knowledge and skill.
Work with the HR team for manpower hiring, engagement and retention across region
Work with the Zonal Compliance team to ensure awareness of prevailing guidelines, and taking proactive and corrective measures to ensure proper market conduct as stipulated
Provide inputs for improvement of processes across all support functions

Team Development

Ensure through continuous on the job training, skill enhancement of team members
Job Purpose of Direct Reports

Branch Head

To lead the assigned branch by effective planning & management of resources and ensuring achievement of agreed business targets through effective sales strategies to help the branch lead in terms of market share and brand equity in a cost effective manner.

Branch Manager

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.

Relationship Manager

To ensure achievement of agreed business targets of super value branches by growing and developing a quality field force and guiding it to a leadership position in terms of market share and brand equity in the area of operation

Relationships (If Applicable)

Internal Frequency Nature

Operations Department

Training

Channel Development

Marketing

Finance & A/c’s

Investments

Legal and compliance

Weekly

Monthly

Weekly