Regional Sales Manager - KVB

Aditya Birla Sun Life Insurance

Tamil Nadu

On-site

INR 1,200,000 - 2,400,000

Full time

3 days ago

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Job summary

Birla Sun Life Insurance Company Ltd is seeking a Regional Sales Manager for the Direct Marketing function to drive insurance business across the assigned zone.

You will lead a team of Sales Managers and ensure pre- and post-sales support, performance reviews, and adherence to processes, with a focus on lead generation and persistency. The role emphasizes grooming the sales force and maintaining strong relationships with channel partners to achieve targets.

Qualifications

Job context in the Life Insurance sector.
Team management and target-driven environment.

Responsibilities

Drive business and achieve targets through allocated region/area.
Groom and mentor the sales force to close leads and convert prospects into customers.
Ensure smooth sales processes, training, and performance reviews.

Job description

(Title)

Head – Group Business & Direct Marketing

Unit

Birla Sun Life Insurance Company Ltd

Location

Zone

Business

Life Insurance

Date

Job Purpose

Job Purpose

Job

Job Title

Regional Sales Manager

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

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.

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

Job Context & Major Challenges (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.

Principal Accountabilities

Accountability

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

Continuous interaction with the Sales managers.
Regular reviews to monitor productivity levels.
Ensuring awareness and participation in all the R&R activities run by the organisation.
Converting the key prospects into customers.

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
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

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

Scrutinise the business on regular basis
Interacting with the customers through welcome calls

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

Communicate with customers and
Resolve queries as and when required to ensure that renewal takes place on time

Supporting activities for Lead generation

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

Mentor, supervise and coach the team.
Provide for on the job as well as classroom training for skill enhancement
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.