Is responsible for managing, developing & supervising the team with a key focus on Service to sales through relationship management, sales productivity-per-executive, thereby achieving sales & service targets.
KEY RESPONSIBILITIES:
Identify, interview and select sales executives with support from HR.
- To meet the following productivity measures for the unit: Premium per executive, case rate, persistency, retention and a high % of executives exceeding planned productivity standards
Exceed revenue targets
- Undertake joint field work with executives and observe/demonstrate successful selling skills
- Conduct Fortnightly performance review (PRP) with executives
- Help executives use the GOLD system for maximizing business from a given target market
- Supervise daily activity plan of all executives to ensure that these are being fulfilled as per the desired levels
- Ensure that all executives under supervision perform 100% as per the companys rules and regulations wrt. Need based selling, Compliance and Customer service
- Effectively manage, track and convert leads provided by the in-house telemarketing unit.
- Engage with customers to provide quick response to customer queries, provide customer service.
- Assist in Direct customer service policyholders complaint resolution.
- Ensure retention of in his allocated book of relations.
- Educate team/ prospects about MNYL products vis- -vis products of competition to enable them in taking appropriate decisions
MEASURES OF SUCCESS:
- Target Achievements (Adj. AFYP, NOP, % Penetration in assigned book of relations of team & Product Mix)
- Team G3 standard productivity (mainly case rate, case size & Collections) and % of executives consistently achieving G3 standards.
- Retention of Team
- Persistency of Portfolio
- Process Compliance
- Timeliness & accuracy of reports
- % Collection (Plan Vs Actual)
- Complaint Resolution /Customer satisfaction
Self Development: Induction/Certifications/Trainings/Completion of Licensing
DESIRED QUALIFICATIONS AND EXPERIENCE:
- Graduate preferably with an MBA degree
- Min. 5-7 years experience in handling of Sales Reps/Agents/DSAs.
KNOWLEDGE / SKILLS / ABILITIES
- Familiarity with the local market
- Ability to supervise, develop & motivate team.
- Result Orientation
- Leadership ability
- Disciplined, structured & process driven
