Job Title

Branch Manager - 1

Function

DSF 

Department

DSF - Sales

Reporting To 

(Title)

Assistant Regional Manager / Regional Manager/Asst. Zonal Head

Superior’s Superior 

(Title)

Zonal Head/Asst. Zonal Head/Head of Sales

Unit

Birla Sun Life Insurance Company Ltd 

Location

Zone

Business

Life Insurance

Date

May 2013

1) Job Purpose

The purpose of this job is to manage a team of Agency Managers, ensure advisor recruitment as per plan, and assist the Branch Head to make the branch a profit centre and to achieve annual business targets.

2) Dimensions 

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

Dimension

Remarks

1.

Manpower (Nos.)

8 to 10 AMs

2.

Annualised Premium (in Cr)

50 Lac to 1.5 Cr

3.

Policies (Nos)

100 to 500

4.

Net Annualised Advisor Commission (NAAC) (in Cr)

10 Lac to 30 Lac

5.

 Persistency

85%

13 month Rolling Premium Persistency

6.

Sales Progression 

Maintain 30% of sales progression in the team 

7.

Licensing 

Create distribution as defined in the targets 

Key Challenges for the role – 

• Unavailability of Quality Manpower in terms of Agency Managers and advisors, Retention of Quality Manpower

· Licensing of Advisors – Pass Percentage is very low, getting examination dates for Online Examination is very difficult.

• Fluctuating market condition
• Delay in completion of business during month end as it involves the long process to issue the policy (starting from policy receipting, scanning, completing requirement, medical follow ups and finally the completion).
• Infrastructure constraints
• Ensuring that business is carried out as per the compliance & regulatory environment

4) Principal Accountabilities

Ensure performance of assigned Agency Managers with respect to recruitment of Advisors & achievement of business targets.

1. Recruit quality resource 

2. Ensure performance standards of recruitment , activisation , policies & premium are met by the assigned agency managers

3. Maintain the profitability: 

 Of the advisor 

 Of the Branch.

4. Keep track on Advisors Contest and Clubs 

5. Keep track on various training needs.

6. Sharing good sales practices.

7. Provide support to AM by participating in sales/recruitment.

8. Be responsible for the market conduct of the assigned agency managers and the advisors in their team

9. Maintain the Sales Report on Introduction and Issued Business

10. Develop the Agency Manager’s (goal sheets).

11. Carry out goal setting exercise with his team enabling the FLS team to deliver the expected productivity & subsequently leading the team to progress to next progression level.

Manage persistency and business health for the allotted branch so that functional goals are achieved.

1. Manage sales force attrition as per bench mark.

2. Maintain quality of business for better persistency.

Relationship Management (Internal & External) to drive performance.

1. Maintain healthy & cordial relation with team of Agency Managers as well as all concerned departments. 

2. Maintain one to one contact with all advisors. 

3. Ensure reaching of communication to the advisors of his team about new product, schemes, clubs, etc. (using FLS as key point of contact).

4. Visit top advisors in regular intervals. 

Drive local sales promotion effort for to support team members in achieving business targets

1. Anticipate sales promotion opportunities in the area of operation and devise innovative promotional activity.

2. Driving various contests

Ensure Risk Management as per company policy.

1. Carrying out the business activities as per the compliance & regulatory environment.

2. Ensure (by doing basic screening & basic sanity checks) the applications that healthy business is introduced in the system.

3. Be responsible for the market conduct of the assigned agency managers and the advisors in their team 

Manage administrative responsibilities of the branch in the absence of the Branch Head.

1. Assist the Branch Head in carrying out the branch administrative responsibilities / in the absence of Branch Head 

2. Monitor operational costs 

3. Facilitate in resolving any people or client related issues.

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.

Internal

Frequency

Nature

Support staff of branch

Operations 

Accounts HO

Frequency: Daily

Need based

Need based

Nature: To manage branch related issues, MIS.

To manage policy, customer related issues

Commission pay out

External

Frequency

Frequency: Regular

Regular

Nature

Peers in competitor companies

Recruiting agencies

Nature: To gain market understanding

To ensure AM recruitment

7) Organizational Relationships (Separate Annexure to be attached)

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