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 

1)  Job Purpose

a)    Drive Life Insurance Business from fresh customer acquisition across campaigns

b)    To ensure all the pre and post sales support and services 

c)     To achieve Sales Targets as defined by the organization

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

3.

NOP Targets

4.

Renewal Collection on orphan Base

Key Challenges for the role –

·         To identify new Life Insurance customers 

·         To ensure differentiated and segmented approach to various campaigns

·         To manage attrition of the front-line sales force

4) Principal Accountabilities

Acquire New Life Insurance Customers

1.     Acquire new customers from Partnerships, Referrals

2.     Lead generation from these new customers

Achieve Targets related to Premium and NOP  

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

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

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

6.     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

As and When Required

To Log-in and receipting Policies.

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

To Ensure the policies are Issued on time.

Service-related issues.

External

Frequency

Nature

Relationship 

Daily

Business Development and to ensure the smooth sailing,