AZRH-HDFC BB-Rajasthan - Udaipur

Aditya Birla Sun Life Insurance; Rajasthan; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

Aditya Birla Sun Life Insurance is seeking a Regional Sales Leader to drive business growth across Rajasthan and surrounding regions. You will manage a team of Cluster Managers, nurture channel partner relationships, and supervise processes to ensure regulatory compliance and profitable mix.

The role focuses on achieving premium and revenue targets through strong relationship management with bank partners, training, and strategic execution of reward programs to motivate the sales force.

Responsibilities

• Drive business and achieve targets across assigned region/area.
• Nurture and maintain relationships with channel partners for incremental development of business.
• Manage a team of Cluster Managers to ensure smooth business processes and policy compliance.
• Coordinate with bank partnerships to optimize cross-sell opportunities and persistency.

Job description

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 Cluster Managers to maintain the proper process of doing valued business for the organization.

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
• Operating in a complex environment of dealing with a Bank in order to ensure that Insurance is a significant contributor to their Third-Party Revenue streams considering the fact that Banks have to work under strict regulations.
• Engaging the various channels within the bank to optimise on the opportunity available across customer segments
• Constantly coming up with initiatives to grab the mindshare of the bank’s sales force which involves training, engaging with the bankers, organising customer interactions and designing & fulfilment of attractive Rewards & Recognition programs which motivates them to sell.

Key Result Areas

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 organization.

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
• Manage expenses within allowable expense gap

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.

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

• Scrutinise the business on regular basis and give the relevant information to superiors
• Interact with the customers through welcome calls

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

• Ensure achievement of profitability and persistency targets for the zone
• Manage the renewal team & ensure adequate focus is maintained by the sales team on persistency.
• 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.

Relationship Management with key management of verticals within the bank to improve penetration.

• Manage relationships at the highest level in the channel partner’s organization and lines of business to ensure a continued beneficial relationship.
• Identify the new opportunities and execute the action plan to have incremental business.

Identify innovative methods working with the relationship to enhance penetration of the database.

Team Management

• Ensure through continuous on the job training, skill enhancement of team
• Mentor, supervise and coach the team.
• Provide for on the job as well as classroom training for skill enhancement

Ensure periodic job rotation to give a higher exposure to the team members on all aspects.