Sr. RSM - DM - Ranchi

Aditya Birla Sun Life Insurance; Jharkhand; On-site; INR 1,800,000 - 2,600,000; Full time

Job summary

Birla Sun Life Insurance seeks a Regional Sales Manager in the Direct Marketing function to drive insurance business in the assigned zone. You will lead a team of sales managers, mentor, and ensure high productivity while maintaining sales processes and customer servicing excellence.

Responsibilities include target achievement, regular productivity reviews, lead generation, and coordinating with internal teams to support sales and renewals. Strong leadership and advisory skills are required.

Qualifications

• Experience in life insurance sales management.
• Ability to recruit, develop and train team members.

Responsibilities

• Drive business and achieve targets for the assigned region/zone.
• Groom the sales force to close leads and prospects successfully.
• Coordinate activities to generate prospective customers and keep the region optimally occupied.
• Mentor, supervise and coach the team with on-the-job and classroom training.

Skills

Team management

Lead generation

Sales coaching

Customer service

Budget control

Job description

Title

Head – Group Business & Direct Marketing

Organization

Birla Sun Life Insurance Company Ltd

Location

Zone

Business

Life Insurance

Date

March 2013

Job Title

Regional Sales Manager

Function

Direct Marketing

Department

Direct Marketing

Reporting To

Zonal Manager –Direct Marketing

Superior

Head – Group Business & Direct Marketing

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

• Manpower (Nos.) – Direct: 5-6, Indirect: ~35-45
• AP Targets – ~ Rs. 20 mn
• NOP Targets – 700-900
• Leads – ~ 20000

Job Context & Major Challenges

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

• 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.

Sales Manager Purpose

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 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 Relations & Frequency

• TPD Support Team – Daily – Process, login and issuance related
• Training Manager – Weekly twice – Training related
• HR Dept – Monthly – Recruitment and other issue
• Customer Service Team – Daily – Follow up regarding service issue
• Client Service Team – Daily – Follow up regarding issuance

External Relations & Frequency

• Lead Generation Vendor – Fortnightly – All issue
• Client – prospect – Daily – Business and service

Other Information

Chief Mgr - HR

Perf, Comp & Ben.

Signing Off: Signature – Name – Date