Regional Sales Manager

Job Description

MAX BUPA HEALTH INSURANCE COMPANY LIMITED

Position Regional Sales Manager Banca & Alliances

Location N&E/West/ South

Department Banca & Alliances Function Sales

Reporting to Zonal Head/ National Head Banca & Alliances

Band M4

Manager/IC Roles Manager JD Code SND_BA_2905

Job Summary (Describe the primary function and purpose of this role)

The job holder is a key member of a team responsible for managing the Max Bupa regional Sales through the Bancassurance partner. The job holder will work closely with the rest of the regional Bancassurance partners, and the Max Bupa Customer Service and across the business to ensure the timely delivery of high value, high quality services to Bancassurance beneficiaries.

Key Responsibilities (Mention a detailed description of key areas of focus, essential functions and primary responsibilities required to be performed by the incumbent to achieve business objectives)

Key Measures of Performance (Describe the major performance assessing criteria and expectations from the role)

Identify opportunities of improvement across customer services, underwriting and claims

Ensure robust MIS architecture (Pre sales / Post sales)

Co-create operational strategy for the region in alignment with the distribution strategy

Prepare a plan on operations (size, scope and technology utilization) in consultation with the KAM; implement the same to build the relationship proactively

Lead the estimation of resource requirements and secure resources through the KAM and HR in order to ensure that the relationship in the region has adequate capacity at the right time to deliver the agreed revenue, service and profitability objectives.

Facilitate implementation in line with the company's Distribution Strategy; assist in building relationship in the region; engage with the partner, assist in establishing specifications of operations; collaborate with operations & other functions, establish operations; monitor & recommend continuation / discontinuation of products, thereby building revenue and profitability.

Build a common agenda & scorecard with the key team members of the region; review performance periodically & engage with the Key Management of the partner in the region to address deviations from plan in order to realize potential sales.

Interact with region's key management members on a frequent basis; follow the engagement matrix; take business review initiatives along with partner & build review mechanisms; handle escalated issues; supervise costs; responsible for closure of grievances in order to ensure smooth functioning & high productivity in the region & continuous improvement in revenues through the relationship.

Suggest Reward & Recognition platforms for bank partner's employees

Lead in implementation and monitoring of R&R activities; monitor performance of sales promotions; encourage reapplication of good promotions in order to maximize the utilization of marketing spends to increase revenues

Collaborate with the Training department to deploy programs to achieve & exceed training standards; support the Training team in the identification & certification of trainers & the delivery of training man days as per standards in order to build capacity.

Lead the plans for recruitment & retention of the Sales Force in the region; lead

Measures Of Success

GWP new

GWP - renewal

Compliance & Audit adherence

Productivity Measures (Case Rate, Case Size, AFYP per FTE, Seller Activisation, Persistency etc.)

Top talent retention & hiring

Key Relationships (Internal / External) (Mention the set of key internal and external stakeholders) Key Relationships

Internal

Banca team

Development team

Claims and HCP team

Information Technology, Human Resources and Finance teams

External

Bancassuarance Partner

in implementing Rewards & Recognition activities for the region; role model required leadership competencies & coach subordinates in order to develop a robust sales force for building the pipeline within the relationship & realize potential sales from partner in the region.

Preferred Skill Set (Describe the nature and level of key skill requiredpreferred to perform the jobs e.g. interpersonal skills, problem solving ability and business expertise)

Good in relationship management

Analytical and decision Making skills

Team Management

Strong communication and presentation skills

Customer and issues resolution focussed

Persuading and influencing

Analysing and investigation

Strong on Communication/Presentation Skills and influencing skills with proven leadership endorsement.

Minimum Qualification Minimum Experience

A post graduate degree in any discipline; preferably MBA.

Has demonstrated capabilities of managing multiple teams direct/indirect and has interacted with business managers of multi channel distribution format of the bank.

7-8 Years of experience preferably in Life Insurance/ General Insurance (Bancassurance only)/ Relationship Management/ Investment & Wealth Advisory (Banks) in Team Management Roles.