Regional Sales Manager-NR VRM-HDFC NBB

Aditya Birla Sun Life Insurance

Kerala

On-site

INR 50,000,000 - 100,000,000

Full time

5 days ago

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Job summary

Aditya Birla Sun Life Insurance in Kerala seeks a Regional/Area Sales Manager to lead the HDFC relationship across all verticals. The role focuses on driving business, achieving targets, and mentoring a team of Sales Managers to ensure effective sales processes and superior client service.

You will nurture the channel partnership, coordinate with bank leadership, and implement sales strategies that maximize profitability and persistency while maintaining compliance with regulatory guidelines.

Responsibilities

Drive business and achieve targets in the allocated region/zone.
Nurture and maintain the relationship with the HDFC channel partner for incremental business growth.
Manage a team of Sales Managers to ensure proper sales process and performance.
Ensure smooth sales and service processes including training, issuance and complaint handling.

Skills

Channel partner management

Sales leadership

Target achievement

Relationship management

Team management

Job description

Job Title

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

Function

Sales

Department

HDFC Relationship

Reporting To

(Title)

Vertical Head HDFC Relationship

Superior

’s Superior

(Title)

Relationship Head HDFC

Unit

Birla Sun Life Insurance Company Ltd

Location

Zone

Business

Life Insurance

Date

June 2017

Job Purpose

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

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

Dimension

Remarks

Manpower (Nos.)

4-5 depending on the relationship

Indirect – could range from 20 to 25

Business Impact

Xxx

Target - (Individual )

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

At HDFC Customer Complaints are critical and hence every vertical head will look personally

Persistency

80% Premium Persistency

80% Policy Persistency

Drive 13 month Rolling Premium Persistency

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 downloading all the RnR activities to be run by BSLI

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

Communicating any product changes, process change or change in any rules and regulations (internal / IRDA) with 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 expense tracker

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

People Retention @ 90% levels to be maintained
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
Position gaps / Vacancy to be filled within a TAT of T+15 Days

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

Scrutinise the business on 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 so that renewals take place on time

Regular MIS flow and Communication with Channel Partners on T-30 Basis ( T Being the renewal date )
Resolve queries as and when required to ensure that renewal takes place on time
Fortnightly renewal status review mechanism to be followed internally

Building new business opportunities within the allocated area/relationships in order to maximise the 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 to be focused
Ensure Product Mix - Trad 50% : ULIP 40% : Term 10%
15% Business More than TATA Provide inputs for new products & Sales Pitch, basis an in-depth understanding of Channel needs
Identify training needs for the in-house and channel partner teams
Regular Product Updates and Comparative Analysis should be shared 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 a consistent growth in the business every quarter.

Internal Frequency Nature