Job Description

Job Purpose

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

Desired Candidate Profile and Experience

a) 4-6 years of experience in Bancassurance sales (Life Insurance)/open market experience

b) Hands-on experience in generating business through Partnerships/Self Sourcing/Referrals

c) Strong understanding of customer profile

d) Generate insurance leads through referrals, branch walkins, customer data mining

What to look for in a candidate:

1. Presentable, communication skills with quick check on basic maths.

2. Check energy levels, hunger for growth & for incentives.

3. Look for success stories of sales closures done through open market if any

4. Team Handling

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

3) Job Context & Major Challenges

(What are the specific aspects of the job that provide a challenge to the jobholder in the context of the Unit/Zone

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

Accountability

Supporting Actions

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.

6) Relationships (If Applicable)
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,

SM ABCD Barakhamba