1) Job Purpose

To lead the assigned branch by effective planning & management of resources and ensuring achievement of agreed business targets through effective sales strategies to help the branch lead in terms of market share and brand equity in a cost effective manner.

2) Dimensions 

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

Dimension

Remarks

1.

Manpower (Nos.)

18 AM/ BMs

Branch Managers in case of large branches

2.

Annualised Premium (in Cr)

1.2 to 5 Cr

3.

Policies (Nos)

600 to 2,500

3.

Net Annualised Advisor Commission (NAAC) (in Lac)

0.4 Cr to 1.5 Cr

4.

 Persistency

85%

13 month Rolling Premium Persistency

5.

Sales Progression 

Maintain 30% of sales progression in the team 

6.

Licensing 

Create distribution as defined in the targets 

7.

 Activisation

As per the assigned targets

Key Challenges – 

• Performing despite unethical market practices prevailing in the market 
• Retention of the Quality Sales Force owing to stiff competition

• Ensuring the quality of new advisors who are being introduced in to the system because it’s practically not possible to meet each and every advisor getting recruited.
• Equipping the new advisors with proper knowledge owing to poor turnout in training programs

4) Principal Accountabilities

Plan sales strategies and achieve branch business targets in terms of number of agents, productivity, new premium, persistency of business.

1. Scan the market for emerging opportunities, the presence of competition etc and plans for the progress of his branch in consultation with HO
2. Ensure strategies include effective product mix, tapping of potential customers, contests and delivery of investment advisory to customers.
3. Ensure implementation of the plans & monitor same to ensure success

Promote productivity of the field force through effective people management.

1. Ensure regular training of advisors and provide latest input given by company to them. 
2. Discuss with them the promotional infrastructure decided by company and have review of their progress in terms of competition, activisation and club membership.
3. Establish good working habits for the force, undertake productivity improvement drives, organize specialized training programs etc.

Ensuring persistency of the business in order to ensure enhance business goals.

1. By doing random quality checks on the business sourced to maintain desired persistency levels.
2. Ensure post sales servicing are through in order to retain customers.

Inculcate a culture of financial discipline in the branch to have well control on revenue.

1. Ensure that strict control is maintained on the cash transactions in the branch.

2. Ensure that budget is maintained on all capital and operating expenses incurred.

Ensure 100 % compliance in order to smooth running of the operation and enhance the productivity in the assigned branch.

1. Monitor process adherence at the branch
2. Provide regular update to the sales force /operation staff regarding changes in the Underwriting /IRDA Guidelines as well as Sales Process from time to time. 

Drive sales promotional activities in order to achieve the business numbers. 

1. Initiate and ensure implementation of different activities to promote sales & recruitment.
2. Liaise with the concerned HO teams to drive central initiatives 
3. Ensure adequate promotional effort is delivered to existing and potential customers.

Recommend product and process improvement to the company to enhance efficiencies and customer satisfaction.

1. Evaluate customer response to our products, services, processes and people and suggest innovations/ improvements/ changes in these areas.

Ensure effective administration of the branch to sustain smooth functioning and operations in a cost effective way.

1. Ensure that the general administration of the branch is as per requirement 

Team Management

1. Ensure through continuous on the job training, skill enhancement of team
2. Mentor, supervise and coach the team.
3. Provide for on the job as well as classroom training for skill enhancement
4. Ensure periodic job rotation to give a higher exposure to the team members on all aspects.

5) Job Purpose of Direct Reports 

Front Line Sales - AM-SAM-BDM-AP-BP-MP:

The purpose of this job is to recruit quality advisors (free lancer) & support / train them to enable them procure insurance policies from the market & subsequently service the customers.

Sales Support executive:

To coordinate advisor training, licensing and advisor activisation (Advisor IRDA training and advisor servicing) to provide business support to sales.

Rookie Coach:

To improve the overall productivity of the 0 to 6 month vintage FLS. Work on the distribution building process in the branch and improve the input output ratio.