RSMABCD Kolkata

Job Title

Regional Sales Manager

Function

Direct Marketing

Department

Direct Marketing (ABCD)

Reporting To 

(Title)

Zonal Manager –Direct Marketing (ABCD)

Superior’s Superior 

(Title)

Head – Direct Marketing

Unit

Birla Sun Life Insurance Company Ltd

Location

Zone

Business

Life Insurance 

1) 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.

2) Dimensions 

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

Dimension

Remarks

1.

Manpower (Nos.)

Direct: 5-6

Indirect: ~35-45

2.

AP Targets

3.

NOP Targets

4.

Leads

Key Challenges for the role – 

The most critical part is grooming the sales force to be able to close the leads / prospects successfully. Help the Team to identity new customers (new to life insurance). 

4) Principal Accountabilities

Ensure achievement of Targets 

1.     Continuous interaction with the Sales managers.

2.     Regular reviews to monitor productivity levels.

3.     Ensuring awareness and participation in all the R&R activities run by the organisation. 

4.     Converting the key prospects into customers.

Ensure 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.     Supporting in the actual sales and service aspects including sales calls, issuance and complaint handling

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

3.     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

1.     Scrutinise the business on regular basis

2.     Interacting with the customers through welcome calls 

Ensure Persistency targets as per the company norms so that renewals take place on time

1.     Communicate with customers and 

2.     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

1.     Mentor, supervise and coach the team.

2.     Provide for on the job as well as classroom training for skill enhancement

5)  Job Purpose of Direct Reports 

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.