ZM - DM Kolkata

Aditya Birla Group

Fresher

India

Posted 6 hours ago
Be among the first 10 applicants

Job Description

1) Job Purpose

Drive business and achieve targets through allocated region/area. Work towards increasing the overall sales productivity of the team by facilitating & handholding the team in various types of customer acquisition & servicing activities. Manage a team of Sales Managers to maintain the proper process of doing valued business for the organisation.

2) Dimensions What are the areas (in quantitative terms) the job has an impact on
		Dimension	Remarks
1.	Manpower (Nos.)	Direct: 5-6 Indirect: 35-45
2.	AP Targets	Rs. 20 mn
3.	NOP Targets	700-900
4.	Leads	20000

3) Job Context & Major Challenges

(What are the specific aspects of the job that provide a challenge to the jobholder in the context of the Unit/Zone

Key Challenges for the role -

The most critical part is grooming the sales force to be able to close the leads / prospects successfully. This is because of the criticality & advisory methods required to be able to successfully do a need based sale.

Continuously conceptualising & executing activities to generate prospective customers to keep the sales force optimally occupied in the region.

4) Principal Accountabilities
Accountability	Supporting Actions
Ensure achievement of Targets (Premium & NAAC ) in order to contribute in overall growth of the company	Continuous interaction with the Sales managers. Regular reviews to monitor productivity levels. Ensuring awareness and participation in all the R&R activities run by the organisation. Converting the key prospects into customers.
Ensure smooth function of the sales and other processes in order to maximise business potential.	Communicating any process change or change in any rules and regulations by the help of different training module. Supporting in the actual sales and service aspects including sales calls, issuance and complaint handling
Maintain the expense gap in order to reduce the cost	Understanding the need of the expense Taking commitment from the channel before any spending or allocation of the budget Maintain a SM wise expanse tracker
Ensure relevant people in the right place right time in order to maximise the productivity	Understanding the strength of the resource and depending on that allocating job responsibility Evaluating the opportunity of each business unit and allocating targets as per that Recruit, develop and train team members to maximize productivity
Ensure the right method of business acquisition in order get the profitable mix for the organisation	Scrutinise the business on regular basis Interacting with the customers through welcome calls
Ensure Persistency targets as per the company norms so that renewals take place on time	Communicate with customers and Resolve queries as and when required to ensure that renewal takes place on time
Supporting activities for Lead generation	As a support mechanism to the leads which are generated centrally, there should be activities planned including newer ways of generating lead prospects
Team Management	Mentor, supervise and coach the team. Provide for on the job as well as classroom training for skill enhancement

5) Job Purpose of Direct Reports

Sales Manager:To derive Insurance Business from assigned area or zone, to convince the relationship so they can convince their customer to invest in Birla Sun life Insurance. Manage a team of 10 DSE's in a way that they are optimally working for the channel at the desired productivity levels. To ensure all the pre and post sales support and services to the relationship as well as to the clients along with the team dedicated to the relationship. Ensure not only achieving the target but also to make sure there is a consistent growth in the business every quarter.

6) Relationships (If Applicable)
Internal	Frequency	Nature
TPD Support Team Training Manager HR Dept Customer Service Team Client Service Team	Daily Weekly twice Monthly Daily Daily	Process, login and issuance related Training related Recruitment and other issue Follow up regarding service issue Follow up regarding issuance
External	Frequency	Nature
Lead Generation Vendor Client - prospect	Fortnightly Daily	All issue Business and service