Sales Coach – DM Full Time

Job Purpose Description

• 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 –

• Recruitment & retention of quality Agency Partners & Advisors is a key challenge owing to competition and given that it may not be the sole source of income the motivation to become Agency Partners & Advisor is very low.
• Dependency on support functions for the issuance of policies & delivery of policies can impact client relationships.
• Fluctuations in the market, compliance & very frequent change in IRDA guidelines is a key challenge since it can impact sales directly.
• Increasing competition in the markets
• Principal Accountabilities

Accountability

Supporting Actions

To recruit good quality prospective insurance Agency Partners who in turn will have to deploy advisors in order to ensure that they achieve their sales target set by the company.

• Scout for potential human resources who can be effective AGENCY PARTNERs & groom Agency Partners to recruit advisors.
• Make presentation on “Career as Agency Partners, to enable him to recruit advisors.
• Follow-up for obtaining necessary documentation regularly.
• Make sure that the Agency Partners & Advisor attends the training program.

Ensure that the Agency Partners & Advisors achieve business targets set for them.

• Draw up a monthly plan of Agency Partners & Advisor targets
• Break down the plan according to the potential of the insurance advisors mapped to his/her respective Agency Partners.
• Keep the Agency Partners & Advisors motivated and on the job
• Keep daily contacts with the Agency Partners & drive them to maintain contacts with advisors.
• Help sort out any operations & support related problems faced by Agency Partners & Advisors.

Provide on the job training & manage and monitor performance of Agency Partners & Advisors so that they can achieve their goals.

• Accompany the Agency Partners on joint calls.
• Support Agency Partners & Advisors in designing the solutions and advise customers.
• Making sure that the advisor is undergoing training & learning on the job.
• Identify and motivate advisors for higher income
• Monitor, review & guide their performance periodically in order to ensure retention, adhere to productivity bench marks of advisors
• Ensure participation of advisors in training and other developmental interventions
• Have business related issues solved at branch level through Area Manager or Territory Manager.

Relationship Management

• Maintain healthy & cordial relation with the Agency Partners & Advisors.
• Regularly staying in touch with his Agency Partners & Advisors (in person) as well as using other modes of communication.
• Regularly update the Agency Partners & Advisors about new product, schemes, clubs, etc.

Maintain persistency for the policies procured by team of Agency Partners & Advisors to achieve the profitability of the team.

• Constantly track the lapsed policies data.
• Update the Agency Partners & Advisors with updated list of lapsed policies.