Regional Sales Manager - KVB

Birla Carbon

Coimbatore District

On-site

INR 800,000 - 1,200,000

Full time

14 days+

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Job summary

A leading multinational corporation is seeking a Regional Sales Manager to drive business objectives and enhance sales productivity across Tamil Nadu. The successful candidate will manage and mentor a team of Sales Managers, focusing on customer acquisition, service excellence, and achieving sales targets. Strong leadership skills and a proven sales background are essential. This role presents a unique opportunity to contribute significantly to the team's growth and success.

Qualifications

Proven experience in sales management with a focus on driving team performance.
Strong ability to mentor and coach team members.
Experience in customer service and relationship management.

Responsibilities

Drive business and achieve targets through the allocated region.
Manage and mentor Sales Managers for effective performance.
Ensure customer renewals take place on time.

Skills

Sales Management

Customer Acquisition

Team Leadership

Education

Bachelor's degree

Job description

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

Regional Sales Manager - KVB

Designation : Deputy Chief Manager

Job Description:

Job Purpose

Job

Job Title

Function

Direct Marketing

Department

Direct Marketing

Reporting To

(Title)

Zonal Manager –Direct Marketing

Superior ’s Superior

(Title)

Head – Group Business & Direct Marketing

Unit

Birla Sun Life Insurance Company Ltd

Location

Zone

Business

Life Insurance

Date

March 2013

1) Job Purpose

Drive business and achieve targets through allocated region/area. Work towards increasing the overall sales productivity of the team by facilitating & handholding the team in various types of customer acquisition & servicing activities. Manage a team of Sales Managers to maintain the proper process of doing valued business for the organisation.

2) Dimensions

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

Dimension

Remarks

Manpower (Nos.)

Direct: 5-6

Indirect: ~35-45

AP Targets

~ Rs. 20 mn

NOP Targets

700-900

Leads

~ 20000

(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 –

The most critical part is grooming the sales force to be able to close the leads / prospects successfully. This is because of the criticality & advisory methods required to be able to successfully do a need based sale.

Continuously conceptualising & executing activities to generate prospective customers to keep the sales force optimally occupied in the region.

4) Principal Accountabilities

Accountability

Supporting Actions

Ensure achievement of Targets (Premium & NAAC ) in order to contribute in overall growth of the company

1. Continuous interaction with the Sales managers.

2. Regular reviews to monitor productivity levels.

3. Ensuring awareness and participation in all the R&R activities run by the organisation.

4. Converting the key prospects into customers.

Ensure smooth function of the sales and other processes in order to maximise business potential.

1. Communicating any process change or change in any rules and regulations by the help of different training module.

2. 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

1. Understanding the need of the expense

2. Taking commitment from the channel before any spending or allocation of the budget

3. Maintain a SM wise expanse tracker

Ensure relevant people in the right place right time in order to maximise the productivity

1. Understanding the strength of the resource and depending on that allocating job responsibility

2. Evaluating the opportunity of each business unit and allocating targets as per that

3. Recruit, develop and train team members to maximize productivity

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

1. Scrutinise the business on regular basis

2. Interacting with the customers through welcome calls

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

1. Communicate with customers and

2. Resolve queries as and when required to ensure that renewal takes place on time

Supporting activities for Lead generation

1. As a support mechanism to the leads which are generated centrally, there should be activities planned including newer ways of generating lead prospects

Team Management

1. Mentor, supervise and coach the team.

2. Provide for on the job as well as classroom training for skill enhancement

5) Job Purpose of Direct Reports

Sales Manager: To derive Insurance Business from assigned area or zone, to convince the relationship so they can convince their customer to invest in Birla Sun life Insurance. Manage a team of 10 DSE’s in a way that they are optimally working for the channel at the desired productivity levels. To ensure all the pre and post sales support and services to the relationship as well as the clients along with the team dedicated to the relationship. Ensure not only achieving the target but also to make sure there is a consistent growth in the business every quarter.

6) Relationships (If Applicable)

Internal

Frequency

Nature

TPD Support Team

Training Manager

HR Dept

Customer Service Team

Client Service Team

Daily

Weekly twice

Monthly