BH DSF Kolkata Metro

Aditya Birla Sun Life Insurance; West Bengal; On-site; INR 1,200,000 - 2,000,000; Full time

Job summary

Birla Sun Life Insurance Company Ltd is seeking an experienced professional to lead a team of Agency Managers and drive advisor recruitment in line with business plans. This role supports the Branch Head in turning the branch into a profitable unit while achieving annual targets.

You will address manpower constraints, licensing challenges, and market fluctuations, while ensuring compliant operations and steady sales progression across the territory.

Qualifications

• Experience in managing agency managers and advisors.
• Proven ability to recruit and activate advisors to meet targets.
• Strong understanding of sales processes and compliance.

Responsibilities

• Manage and mentor Agency Managers to achieve recruitment and business targets.
• Ensure performance standards for recruitment, activation, policies and premiums.
• Maintain profitability of the agency and the branch.
• Provide support to AM in sales and recruitment activities.
• Ensure compliance with regulatory requirements and market conduct.

Skills

Agency Management

Team Leadership

Recruitment

Sales Targeting

Job description

Assistant Regional Manager / Regional Manager/Asst. Zonal Head

Birla Sun Life Insurance Company Ltd

Zone

May 2013

Job Purpose

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.

Dimensions

• Manpower (Nos.) - 8 to 10 AMs
• Annualised Premium (in Cr) - 50 Lac to 1.5 Cr
• Policies (Nos) - 100 to 500
• Net Annualised Advisor Commission (NAAC) (in Cr) - 10 Lac to 30 Lac
• Persistency - 85%
• 13 month Rolling Premium Persistency
• Sales Progression - Maintain 30% of sales progression in the team
• Licensing - Create distribution as defined in the targets

Job Context & Major Challenges

Key Challenges for the role –

• Unavailability of Quality Manpower in terms of Agency Managers and advisors, Retention of Quality Manpower
• Licensing of Advisors – Pass Percentage is very low, getting examination dates for Online Examination is very difficult.
• Fluctuating market condition
• Delay in completion of business during month end as it involves the long process to issue the policy (starting from policy receipting, scanning, completing requirement, medical follow ups and finally the completion).
• Infrastructure constraints
• Ensuring that business is carried out as per the compliance & regulatory environment

Principal Accountabilities

Accountability

Supporting Actions

Ensure performance of assigned Agency Managers with respect to recruitment of Advisors & achievement of business targets.

• Recruit quality resource
• Ensure performance standards of recruitment , activisation , policies & premium are met by the assigned agency managers
• Maintain the profitability:

Of the advisor

Of the Branch.

• Keep track on Advisors Contest and Clubs
• Keep track on various training needs.
• Sharing good sales practices.
• Provide support to AM by participating in sales/recruitment.
• Be responsible for the market conduct of the assigned agency managers and the advisors in their team
• Maintain the Sales Report on Introduction and Issued Business
• Develop the Agency Manager’s (goal sheets).
• Carry out goal setting exercise with his team enabling the FLS team to deliver the expected productivity & subsequently leading the team to progress to next progression level.

Manage persistency and business health

Manage persistency and business health for the allotted branch so that functional goals are achieved.

• Manage sales force attrition as per benchmark.
• Maintain quality of business for better persistency.

Relationship Management (Internal & External) to drive performance.

• Maintain healthy & cordial relation with team of Agency Managers as well as all concerned departments.
• Maintain one to one contact with all advisors.
• Ensure reaching of communication to the advisors of his team about new product, schemes, clubs, etc. (using FLS as key point of contact).
• Visit top advisors in regular intervals.

Drive local sales promotion effort for to support team members in achieving business targets

• Anticipate sales promotion opportunities in the area of operation and devise innovative promotional activity.
• Driving various contests