Job Title

Senior Sales Manager/Sales Manager

Function

Direct Marketing

Department

Direct Marketing

Reporting To 

(Title)

Area/Regional Sales Manager

Superior’s Superior 

(Title)

Zonal Manager

Unit

Birla Sun Life Insurance Company Ltd

Location

Zone

Business

Life Insurance 

Date

October 2015

1) Job Purpose

Drive Insurance Business from assigned team and Orphan database across campaigns. To ensure all the pre and post sales support and services to the clients along with the team. To maintain Ensure not only achieving the target but also to make sure there is a consistent growth in the business every quarter.

2) Dimensions 

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

Dimension

Remarks

1.

Manpower (Nos.)

Direct: 5-7

Indirect: N/A

2.

FYP Targets

~ Rs. 8 mn

3.

NOP Targets

200-250

4.

Renewal Collection on orphan Base

20-30 crores of AUM

Key Challenges for the role –

· To drive adoption of Service to sales approach on the Orphan customer.

· To ensure differentiated and segmented approach to various campaigns

· To manage attrition of the front line sales force and limited availability of quality talent.

4) Principal Accountabilities

Implementation of Loyalty Model

1. To ensure maintenance of relationship with Orphan customers.

2. Up-Sell to customers assigned through various campaigns.

3. Ensure Renewal collection and AUM conservation of the assigned base. 

Achieve Targets related to Premium and NOP in order to contribute in overall growth of the company 

4. Allocate leads to the team members as per targets decided.

5. Periodically monitor and review performance on the assigned topline and health parameters

6. Handhold and guide them on the sales process, lead conversion and closure of sale

7. Aggressively downloading all the RnR activities running by the organisation. 

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

1. Communicating any process change or change in any rules and regulations by the help of different training module.

2. Ensure that actual sales and service aspects including sales calls, issuance and complaint handling are carried out without any blocks

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

1. Understanding the strength of the resource and depending on that allocating job responsibility 

2. Evaluating the opportunity of each business unit and allocating targets as per that.

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

1. Scrutinise the business on regular basis and give the relevant information to superiors

2. Achieve Persistency targets as per the company norms so that renewals take place on time 

3. Take corrective actions related to persistency and health 

Recruitment & Training

1. To ensure recruitment of team on a time based manner.

2. To manage attrition within the specified limits.

3. Ensure through continuous on the job training, skill enhancement of team members.

5) Job Purpose of Direct Reports 

Direct Sales Executive: To achieve the Sales and health targets set for them as per their goal sheets.

Internal

Frequency

Nature

Support Executive’s

Trainers 

HR

Issuance Coordinator

Client Service

Daily

Regularly

As and When Required

Daily

As and When Required

To Log-in and receipting Policies.

For arranging trainings for the team as well as for the relationships.

Mainly recruitments and man power related issues.

To Ensure the policies are Issued on time.

Service related issues.

External

Frequency

Nature

Relationship 

Daily

Business Development and to ensure the smooth sailing, 

7) Organizational Relationships (Separate Annexure to be 

 Attached)

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Job Analyst

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