ZM - DM Kolkata

Aditya Birla Sun Life Insurance; West Bengal; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Aditya Birla Sun Life Insurance in India is seeking a Sales Manager to drive business in the assigned region and lead a team of Sales Managers to achieve targets and maintain process discipline.

The role emphasizes grooming the sales force to close leads, sustaining renewals, and delivering consistent quarterly growth through effective training, performance reviews and strong stakeholder collaboration.

Responsibilities

• Ensuring achievement of Targets (Premium & NAAC) to drive overall growth of the company
• Continuous interaction with the Sales managers and regular reviews to monitor productivity
• Participation in R&R activities and conversion of key prospects into customers
• Support in sales and service activities including calls, issuance and complaint handling
• Maintain cost control by tracking expenses and ensuring prudent budget allocation
• Recruit, develop and train team members to maximize productivity
• Lead generation support and proactive engagement for lead prospects

Job description

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

• Ensuring 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

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

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

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 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.

Relationships (If Applicable)

Internal Frequency Nature

• TPD Support Team
• Training Manager
• HR Dept
• Customer Service Team
• Client Service Team

Daily

• Weekly twice
• Monthly
• Daily
• Daily

Process, login and issuance related

• Training related
• Recruitment and other issue

Follow up regarding service issue

• Follow up regarding issuance

External Frequency Nature

• Lead Generation Vendor
• Client – prospect

Fortnightly

• Daily

All issue

• Business and service