Regional Sales Manager

Job Description – Regional Manager (Life Insurance)

Position-: Regional Manager – Direct Sales Distribution

Location- Delhi- CP

HR Spoc LinkedIn: - https://www.linkedin.com/in/aryan-raj-76247175/

Reporting To- Channel Head > CDO

Role Purpose: A Regional Manager for Direct Sales at Aviva Life Insurance drives new business premiums, optimizes conversion funnels, and leads a team of frontline sales managers. The role focuses on regional strategic planning, driving sustainable lead generation, ensuring regulatory compliance, and managing performance metrics.

Key Responsibilities

1. Business Growth & Revenue Delivery

• Achieve regional targets for Weighted Received Premium (WRP) and number of policies.

• Drive growth across brooking, partner, and alternate distribution channels as applicable.

• Ensure achievement of regional sales, persistency, and profitability objectives.

• Monitor business mix to enhance value of business and improve product penetration.

2. Distribution Expansion

• Develop and execute regional market penetration strategies.

• Expand agency footprint through recruitment and activation of quality advisors as per business plan.

• Making the on-boarded quality advisors taste early success via various company initiatives launched from time to time.

3. Agency Development & Productivity

• Drive recruitment, licensing, activation, and retention of insurance advisors.

• Improve advisor productivity through structured coaching and field accompaniment.

• Build a strong pipeline of future agency leaders and sales managers.

• Ensure quality onboarding and continuous capability development.

4. Team Leadership

• Lead, coach, and mentor Branch Managers, and sales leadership teams.

• Establish a high-performance culture focused on accountability and customer outcomes.

• Conduct regular performance reviews and succession planning.

• Foster employee engagement and talent retention within the region.

5. Customer Acquisition & Service Excellence

• Drive customer-centric sales practices.

• Monitor customer complaints, turnaround times, and service quality metrics.

• Ensure ethical selling practices and customer suitability standards.

• Improve customer retention and policy persistency.

6. Operational Excellence

• Ensure adherence to sales processes, underwriting requirements, and operational controls.

• Monitor proposal quality, issuance ratios, and turnaround times.

• Drive digital adoption and process automation across the region.

• Optimize resource utilization and regional cost management.

7. Risk, Compliance & Governance

• Ensure compliance with all regulations issued by Insurance Regulatory and Development Authority of India and company policies.

• Monitor sales quality indicators, mis-selling trends, and audit observations.

• Maintain strong governance and risk management practices.

• Ensure completion of mandatory training and compliance certifications.

8. Strategic Planning & Market Intelligence

• Analyze market trends, competitor activity, and customer behavior.

• Develop regional business plans aligned with organizational strategy.

• Identify emerging opportunities and recommend growth initiatives.

• Collaborate with product, marketing, operations, and customer service teams.

Key Performance Indicators (KPIs)

Business Metrics

• Weighted Received Premium (WRP)

• Number of policies issued

• Regional revenue growth

• Value of New Business (VNB) contribution

Quality Metrics

• 13th Month Persistency

• 25th Month Persistency

• Early claim ratio

• Proposal quality

• Customer complaint ratio

People Metrics

• Employee engagement scores

• Attrition levels

• Leadership bench strength

• Internal promotions and succession readiness

Qualification

• Graduate in any discipline (mandatory) & MBA/PGDM preferred

Experience

• 10–15 years of experience in Life Insurance sales and distribution.

• Minimum 5 years in a leadership role managing multiple branches or territories.

• Proven track record in agency development, sales management, and distribution expansion.

• Experience in managing large teams across diverse geographies.

Functional Competencies

• Life Insurance distribution management

• Sales planning and forecasting

• Business analytics and performance management

• Customer acquisition and retention

• Regulatory and compliance knowledge

Leadership Competencies

• Strategic thinking

• People development

• Coaching and mentoring

• Stakeholder management

• Decision making

• Execution excellence

• Change management

Desired Attributes

• Strong entrepreneurial mindset.

• High level of business acumen and commercial orientation.

• Ability to manage large-scale distribution networks.

• Excellent communication and influencing skills.

• Strong analytical and problem-solving capabilities.

• Demonstrated ability to deliver sustainable and profitable growth.

About company: - Aviva India, a subsidiary of the global Aviva group, a British multinational insurance company headquartered based in London, England. Founded in 1696 as Hand in Hand Fire & Life Insurance Society. 2000 as Aviva plc. Aviva ranked 31st in BFSI sector Fortune Global 500 company globally, A dynamic and growing player in the Indian insurance market.

We offer diverse insurance and financial solutions, emphasize innovation, and prioritize sustainability.

Wikipedia link: - https://en.wikipedia.org/wiki/Aviva

Aviva Fortune 500 Company: - https://fortune.com/company/aviva/global500/

Website: - https://www.avivaindia.com/

HR Spoc LinkedIn: - https://www.linkedin.com/in/aryan-raj-76247175/

Head office: - Aviva India (HO), 401A, 4th Floor, Dlf Cyber Park, Phase II, Block A, Sector 20, Gurugram, Haryana 122002