A Position Overview
Position Title
Department
Level/ Band
Role Summary:
- Responsible for achieving business targets for the branch through building a sustainable and productive distribution force.
- Manage smooth business functioning, and successful implementation of various tactical and strategic business initiatives as other key responsibilities.
- Effective management of sales managers in the office leading to creation of a cohesive business unit along with other functional representatives in the branch to create a robust and successful business unit.
- Manage team of business associate manager and business associates
- Drive distribution engagement through choreography and training
- Work on cross sell and upsell campaigns and drive distribution for maximizing sales
- Ability to track local competition and align monthly business activities to achieve sales objectives
- Drive productivities of employees and distribution
B Organizational Relationships
Reports To
Supervises
- Business Associates Managers
C Job Dimensions
Geographic Area Covered
Internal Stakeholders
- Business Associates Managers
- Agency Sales Training
- Branch Operations
- Distribution Operations
External
- Business Associates/Advisors/Customers
D Key Result Areas
Organization Process
Key Contributions
Strategic Business Development
- Identify potential catchments areas and develop distribution in them
- Build Distribution through business associates
Business Development
- Drive recruitment of BAs through the BAMs
- Drive recruitment initiatives through activities and through BAs
- Drive Growth in Distribution through NAAFs, NLAs and New BAs
- Drive growth in business through Agent Activity, Case Size and Case Rate of the branches individually and the Region as a whole
Team Management
- Coach, Train and support the reporting Managers
- Monitor and review their performance
- Lead by example in all spheres and direction setting
- Review and track the growth of managers to ensure that they achieve their individual budget
- Maintain utmost levels of responsiveness to requirements from the Cluster Head/ DOAs and National Head
Ensure Compliance
- Ensure compliance to internal sales process & other compliance standards
MIS & Reporting
- Maintain required trackers & reports to be submitted to various stakeholders
Risk
- Participate in risk mitigation plans, contingency planning, business continuity programs by executing and reporting within defined timelines.
- Highlight and recommend process gaps, flaws and process changes.
E Skills Required
Technical
- Product/Subject matter expertise
- Team Management skills
- Mentoring skills
- Business perspective & planning
- Performance Management skills
- Insurance industry awareness
- Interviewing skills
- Self management
- Problem solving skills
- Peer level co-ordination and influencing skills
Behavioral
Essential
Desired
- Interpersonal skills
- Communication skills
- Creative thinking skills
- Supervising/Leadership skills
- Teamwork Skills
- Influencing skills
- Relationship Building skills
- Decision making skills
Competencies
Business Acumen and Strategic Orientation
- Ability to align with the organizations vision with a fair understanding of the insurance industry, regulations, financial markets and the agency business model in order to deliver profitable and sustainable business growth.
- Reviews and works towards productivity enhancement of the Business Associate Manager.
- Has an in-depth understanding of ones own and team goals and drives the team to achieve the desired targets.
- Demonstrates a good understanding and focuses on the profitability and viability of the branch through drive of profitable product mix.
- Ensures and actively monitors the involvement of the branch employees in Choreography.
- Develop in-depth understanding of BA model, BA compensation and Agent commission.
Building and Managing Relationships
- The capability to initiate, nurture, maintain and manage business relationships with various stakeholders (internal and external) to achieve the desirable outcomes.
- Directly conveys own thoughts on how things should be done and ensures subordinates feel comfortable to share their views.
- Shares relevant ideas/information/views openly and directly and assumes different roles in a team to enable team performance.
- Effectively communicates and cascades various business initiatives to downline in order to drive business results.
- Sets boundaries for subordinates within which they decide the best course of action to meet customer needs.
- Builds and maintains effective relationships with high performing and capable distributors for business growth.
- Networks across geography and channels to expand distribution.
People Development
- Focus on identifying, developing, recognizing high potentials and building the high performing distribution in order to help individuals and teams, maximize their potential to achieve the business goals.
- Gives team members opportunities to practice new skills and capabilities.
- Coaches based on developmental need of self, individuals and distribution.
- Is constantly in touch with team and distribution and effectively cascades key business highlights.
- Focus on development through structured choreography approach.
- Is able to adapt person-specific approach while dealing with various team members.
- Encourages recognition and rewards based on meritocracy and achievements.
Drive for Results and Agility
- Building an achievement orientation, with extraordinary levels of energy and efforts while being accountable for ones actions and decisions in an agile environment.
- Reviews performance against goals and takes effective action to achieve them.
- Synergizes high performance oriented systems and processes to yield the desired results with agility.
- Sets clear expectations with the team to deliver performance oriented goals.
- Takes responsibility of ones own and teams decisions and actions.
- Communicates consistently with the team members and motivates team members for target achievement.
G Incumbent Characteristics
Essential
Desired
Qualification
Experience
- 7–10 years Sales management in Life Insurance
