Regional Sales Manager- HDFC Prime Bangalore

Birla Carbon; Bengaluru; On-site; INR 800,000 - 1,500,000; Full time

Job summary

Birla Carbon is seeking a Regional/Area Sales Manager to drive business growth through HDFC relationships in Bengaluru. The ideal candidate will manage sales targets, lead a team of Sales Managers, and ensure smooth business operations.

This role requires effective relationship management and the ability to nurture partnerships to maximize productivity. The successful candidate will demonstrate strong sales management skills and a commitment to achieving targets, contributing significantly to the organization's growth.

Qualifications

• Proven track record in managing sales teams and relationships.
• Strong communication and interpersonal skills.
• Ability to meet sales targets and drive business growth.

Responsibilities

• Drive business and achieve targets through the allocated region.
• Nurture and maintain relationships with channel partners.
• Manage a team of Sales Managers effectively.

Skills

Sales management

Relationship building

Business development

Education

Bachelor's degree

Job description

At the Aditya Birla Group, our Corporate Vision is aligned and intricately woven with our People Vision.

Job Description

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

Department: HDFC Relationship

Reporting To: (Title) – Vertical Head HDFC Relationship / Relationship Head HDFC

Unit: Birla Sun Life Insurance Company Ltd

Location: Zone – Business – Life Insurance

Job Purpose

Drive business and achieve targets through the allocated region/area. Nurture and maintain the relationship with the channel partner for 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.

Dimensions

Manpower (Nos.) – 4‑5 depending on the relationship; Indirect – could range from 20 to 25.

Business Impact

• Target – 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.
• Customer Complaints – 0 Customer Complaints.
• 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.

Principal Accountabilities

Supporting Actions

• Ensure achievement of Targets (Premium & Revenue) in order to contribute in overall growth of the company.
• Continuous interaction (as per RH / ZH's defined grid) with the channel partners.
• Mapping all the key decision makers & build 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 in order to maximise business potential.
• Communicate any product changes, process change or any rule change (internal / IRDA) with help of different training module.
• Support in the actual sales and service aspects including sales calls, issuance and complaint handling.
• Maintain the expense gap in order to reduce the 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 at right time to maximise productivity: People Retention @ 90% levels to be maintained, understand the strength of the resource and allocate job responsibility accordingly, evaluate opportunity of each business unit and allocate targets as per that, recruit, develop and train team members, fill positions within a TAT of T+15 days.
• Ensure the right method of business acquisition to get the profitable mix for the organisation: 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 the company norms: Regular MIS flow and communication with Channel Partners on T-30 basis (T being the renewal date), resolve queries as and when required, and follow a fortnightly renewal status review mechanism internally.
• Build new business opportunities within the allocated area/relationships to maximise 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, ensure Product Mix - Trad 50% : ULIP 40% : Term 10%, 15% Business more than TATA provide inputs for new products & sales pitch, identify training needs for the in‑house and channel partner teams, share regular product updates and comparative analysis with Bank Leadership / Hierarchy.

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 consistent growth in the business every quarter.

Relationships

Internal

TPD Support Team

Training Manager

HR Dept

Customer Service Team

Client Service Team

Frequency: Daily, Weekly twice, Daily, Daily.

Nature: Process, login and issuance related; Training related; Recruitment and other issue; Follow up regarding service issue; Follow up regarding issuance.

External

Bancassurance partner

Frequency: Daily, Daily.

Nature: All issue, Business and service.