Basic Details:Fill the required information about business, unit, location, position, reports to position and date of updation of JD

1) Job Purpose:Write the purpose for which the job exists (in 2-3 lines)(Max 1325 Characters)

To ensure sales target achievement in the given territory and with the channel partner. Effectively Liaison both internally and externally to achieve the desired results.

2) Dimensions:Mention quantitative or qualitative parameters that are relevant for the job and provide a better understanding of the scope and scale of the job.

Business Workforce Number
(Max 254 Characters)

3436 ABHI

Unit Workforce Number
(Max 254 Characters)

3298 Sales

Function Workforce Number
(Max 254 Characters)

661

Department Workforce Number
(Max 254 Characters)

97

Other Quantitative and Important Parameters for the job: Budgets/ Volumes/No. of Products/Geography/ Markets/ Customers or any other parameter

Though Sales Managers report into the Zonal Structure - Relationship Head is responsible to drive Sales through them. They are therefore considered to be indirectly reporting to him.

About the Health Insurance Industry -

While the current market sees more than 15 non-life players in the private space and 5 exclusive private players in the health insurance space trying to capture a sizable market share, the nationalised serviceprovider (6) remains a strong competitor. In addition to this the business dynamics are such that the overall market on an annual basis which is to the tune of roughly 10,000 Crs sees close to 85 % of the business renewing with the existing service provider itself. This narrows down the opportunity of the fresh business actually being seriously fought in the market to approximately 1500 odd Crs. With the SME and the start-ups being the driving force of Indian economy, the opportunity to cater to these segments is immense and is increasing manifold year on year. The challenge here therefore remains as to how we capture a larger share of the opportunity by developing specific solutions to cater each segment of the business. Also by creating an inexpensive and standardized solution to increase the reach into the pockets of channel partners across the country to harness on their captive business and explore new opportunities with them.

Opportunities- With the advent of medical advancements, lifestyle changes, change in Indian socio-economic scenario and Indian healthcare space the clients are facing challenges to cater to the needs of diverse workforce. Increasingly Indian clients have started considering group benefits as a lever to manage employee expectations, talent acquisition and retention. In this scenario it becomes extremely important to understand their psyche and then provide tailored solutions which would help them meet their end objectives and bring in profitable revenue source for the company.

Perspectives:

Distribution: To identify and develop a relationship with new partners to maximize reach. To strengthen relationships with partners to ensure greater mind-share and thereby higher market-share in a very short span of time.

To enable the teams to align with the organization objectives and processes to create an effective and motivated sales team which will lead to better productivity and quality of business. Implement long term and short term strategic plans to increase the market share and profitability in line with the company's business objectives.

Identifying new segments and opportunities to structure offerings and cross sell in a very competitive market.

Key Challenges for the role -

1. Given that close to 90 percent of the activity in terms of the deals coming in the market to be fought are from our partners, working with them in terms of structuring their payouts gets to be a challenge. There are peers in the market who adopt aggressive payout strategies whether it be a new business or it be a renewal and have a faster turn-around process for the same to be remitted.
2. Partners keep doing off-sites at local levels for the team players and hence that gets them a marginal head start. Hence these factors have to be taken into account and managed accordingly.
3. How we build a scenario with partners where they start to look at us as a longer duration partnership and work in progress and not just as a transaction basis remains a key.
4. Similarly building a relationship with partners to constantly seek insights on what the competition is upto and also what are some of the new thoughts that can be pursued is a key challenge that needs to be pursued. Enhance Top-line revenue growth
5. Owning the customer experience Marketing as a service

4) Key Result Areas:Writethe key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)

Ensure budgeted capacitation of FLS & achieve assigned business target by ensuring performance of assigned FLS with respect to recruitment of Advisors & achievement of business targets.

Ensure budgeted capacitation of FLS & achieve assigned business target by ensuring performance of assigned FLS with respect to recruitment of Advisors & achievement of business targets.

Drive implementation of agency initiatives aimed at improving sales productivity across all FLS.

Drive implementation of agency initiatives aimed at improving sales productivity across all FLS.

Ensure renewal targets are met and business health for the allotted branch so that functional goals are achieved.

Ensure renewal targets are met and business health for the allotted branch so that functional goals are achieved.

Relationship Management (Internal & External) to drive performance.

Relationship Management (Internal & External) to drive performance.

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

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

Ensure Risk Management as per company policy.

Ensure Risk Management as per company policy.

Ensure compliance objectives and regulatory norms are achieved as per defined organizational guidelines.

Ensure compliance objectives and regulatory norms are achieved as per defined organizational guidelines.

Identify and develop a team of sales professionals for the branch

Identify and develop a team of sales professionals for the branch

5) Job Purpose of Direct Reports:Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)

Sales Manager:To engage with the partners at branch level to ensure their support, activation and achievement of Sales target in the given territory and with the given partner/s. It will also involve liaisoning both internally and externally to achieve the desired results.

Relationship Type

Relationship Type

Relationship Type

Internal

Internal

Internal

Business Stakeholders Across Business Verticals

Business Stakeholders Across Business Verticals

Business Stakeholders Across Business Verticals

External

External

External

Agents

Agent Forums

SAHI/general Insurance forums

Agents

Agent Forums

SAHI/general Insurance forums

Agents

Agent Forums

SAHI/general Insurance forums

7) Organizational Relationships:Provide the structure for a level above and below the position for which this job description is written. Use position titles in the structured and indicate all the reports of the position.

SIGN-OFF:Provide the name of the Manager and the jobholder. Signature needed for the hard copy of the JD. Hard copy to be maintained in the organizational record.

Job Holder

Reports to - Manager

Name

Manish Vaghasiya

Namita Shetty

Signature(needed for the hard copy)