Banca Relationship Manager

Kshema General Insurance Limited; Kapurthala; On-site; INR 300,000 - 420,000; Full time

Job summary

Kshema General Insurance Limited is looking for a Field Sales Officer to drive bancassurance collaborations with partner banks and branches in the assigned territory. You will generate leads, present product terms, and guide customers through proposals and documentation, ensuring accurate, compliant processes.

The role emphasizes relationship building with branch staff and farmers, adherence to policies, and travel within the district to maintain branch coverage and achieve sales targets.

Qualifications

• Strong local-market experience preferred
• Graduate preferred; local-language capability desirable
• Willingness to travel extensively within assigned territory

Responsibilities

• Visit assigned bank branches and build relationships with branch staff and managers
• Generate leads through bank referrals and branch activity
• Explain approved product propositions and terms clearly to customers
• Assist customers with proposal, application, and documentation processes
• Maintain branch coverage, lead pipeline, and daily activity reporting
• Ensure compliant, non‑pressure selling and accurate product disclosures
• Coordinate with bank staff and Kshema service teams to support customer service and renewals
• Record lead status, conversions, and follow-ups throughout the funnel
• Participate in crop insurance or seasonal activities aligned to local calendars

Skills

Lead generation

Customer engagement

Sales conversion

CRM usage

Education

Graduate preferred

Job description

Job Description — Field Sales Officer (FOS)

Job Title: Field Sales Officer – Bancassurance

Function Bancassurance / Field Distribution

Primary Bank Counterpart Branch Manager and branch employees

Primary Customer Segment Relevant PGB customers including rural and agricultural customers

Role Purpose

The FOS is the ground‑level execution owner responsible for converting the Bank –Kshema partnership into actual branch activity and customer business.

The role works directly with assigned Bank branches, branch employees and eligible customers to generate leads, conduct customer interactions, facilitate proposals, support documentation and drive compliant conversion.

The FOS is expected to maintain disciplined branch coverage, follow‑up and reporting while providing customers with accurate information and high‑quality service support.

Key Responsibilities

• Assigned Branch Management
  • Visit assigned PGB branches according to an agreed beat plan.
  • Build effective working relationships with Branch Managers and relevant employees.
  • Keep branch personnel informed about approved products and campaigns.
  • Identify branch‑specific customer and business opportunities.
  • Maintain regular branch presence.
  • Track branch leads, pending cases and conversion.
• Lead Generation
  • Generate leads through appropriate bank referrals and approved branch activities.
  • Follow up referred customers promptly.
  • Maintain an accurate lead pipeline.
  • Record lead source and current status.
  • Revisit pending leads systematically.
  • Provide feedback regarding lead quality.
• Customer Engagement
  • Understand the customer's insurance requirements.
  • Explain approved product propositions clearly.
  • Explain material coverage, exclusions and relevant product terms accurately.
  • Assist customers with the proposal/application process.
  • Facilitate required documentation.
  • Answer customer questions within authorized scope.
  • Escalate technical questions when appropriate.
  • Customer engagement must be based on clarity, consent and suitability rather than pressure selling.
• Business Conversion
  • Maintain Individual Visibility Of Leads
  • Customer meetings
  • Proposals
  • Policies
  • Premium
  • Conversion percentage
  • Pending cases
  • Renewals
  • Drive systematic follow‑up through each stage of the funnel.
• Crop Insurance / Seasonal Activity
  • Align field activity to crop calendars.
  • Participate in approved farmer‑awareness programmes.
  • Support village/customer outreach.
  • Conduct approved branch/customer camps.
  • Increase customer and branch engagement during high‑opportunity agricultural periods.
  • Provide field intelligence regarding customer requirements and market conditions.
• Bank Staff Activation
  • Conduct regular engagement with assigned bank employees.
  • Provide short approved product refreshers.
  • Encourage appropriate lead referrals.
  • Support bank personnel during customer discussions where required.
  • Share only approved sales and campaign material.
  • Follow up on referred leads and provide status feedback to the branch.
• Customer & Service Support
  • Documentation follow‑up
  • Policy‑status follow‑up
  • Customer queries
  • Renewal reminders
  • Claim‑intimation facilitation
  • Escalation to appropriate Kshema service teams
  • The FOS may facilitate a claim or claim intimation but must not make any representation regarding claim admissibility or settlement unless specifically authorized to communicate an approved decision.
• Daily Execution Discipline
  • Daily branch visit plan
  • Customer meeting plan
  • Lead pipeline
  • Pending documentation list
  • Follow‑up diary
  • Renewal list
  • Daily activity report
  • CRM/system updates
  • Reporting to Regional Manager
• Compliance & Customer Conduct
  • No mis‑selling.
  • No false commitments.
  • No unauthorized premium collection.
  • No fabrication or alteration of customer data.
  • No unauthorized product representation.
  • No guarantee of claim settlement.
  • No use of unapproved sales material.
  • Accurate disclosure of product terms.
  • Customer consent must be obtained through approved processes.
  • Customer information must be handled confidentially.
  • Documentation must be accurate and complete.
  • Bank and Kshema guidelines must be followed.

The FOS Must Adhere To The Following Non‑negotiable Principles

• No mis‑selling.
• No false commitments.
• No unauthorized premium collection.
• No fabrication or alteration of customer data.
• No unauthorized product representation.
• No guarantee of claim settlement.
• No use of unapproved sales material.
• Accurate disclosure of product terms.
• Customer consent must be obtained through approved processes.
• Customer information must be handled confidentially.
• Documentation must be accurate and complete.
• Bank and Kshema guidelines must be followed.

Qualifications & Experience

• Graduate preferred.
• Suitable candidates with strong local‑market experience may be considered subject to Kshema HR policy.
• Prior sales experience in insurance, banking, financial services, agriculture, rural distribution or related sectors preferred.
• Local‑language capability highly desirable.
• Familiarity with the assigned geography preferred.
• Willingness to travel extensively within the assigned territory is essential.

Functional Competencies

• Customer engagement
• Lead generation
• Sales conversion
• General-insurance awareness
• Basic crop/agriculture insurance understanding
• Branch relationship management
• Documentation
• CRM/system usage
• Customer-service orientation
• Field planning

Behavioural Competencies

• High energy and field orientation
• Integrity
• Customer empathy
• Persistence
• Communication ability
• Relationship building
• Self-discipline
• Follow-through
• Learning agility
• Accountability