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Designation:
Location: India West Bengal Shakespeare Sarani, Kolkatta
Organization: Financial Services
Job Description:
Job Purpose
Job Purpose Description
Job Title
Senior Sales Manager/Sales Manager
Function
Direct Marketing
Department
Direct Marketing
Reporting To
(Title)
Area/Regional Sales Manager
Superior’s Superior
(Title)
Zonal Manager
Unit
Birla Sun Life Insurance Company Ltd
Location
Zone
Business
Life Insurance
Date
October 2015
1) Job Purpose
Drive Insurance Business from assigned team and Orphan database across campaigns. To ensure all the pre and post sales support and services to the clients along with the team. To maintain Ensure not only achieving the target but also to make sure there is a consistent growth in the business every quarter.
2) Dimensions
What are the areas (in quantitative terms) the job has an impact on?
Dimension
Remarks
1.
Manpower (Nos.)
Direct: 5-7
Indirect: N/A
2.
FYP Targets
~ Rs. 8 mn
3.
NOP Targets
200-250
4.
Renewal Collection on orphan Base
20-30 crores of AUM
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 –
- To drive adoption of Service to sales approach on the Orphan customer.
- To ensure differentiated and segmented approach to various campaigns
- To manage attrition of the front line sales force and limited availability of quality talent.
4) Principal Accountabilities
Accountability
Supporting Actions
Implementation of Loyalty Model
1. To ensure maintenance of relationship with Orphan customers.
2. Up-Sell to customers assigned through various campaigns.
3. Ensure Renewal collection and AUM conservation of the assigned base.
Achieve Targets related to Premium and NOP in order to contribute in overall growth of the company
4. Allocate leads to the team members as per targets decided.
5. Periodically monitor and review performance on the assigned topline and health parameters
6. Handhold and guide them on the sales process, lead conversion and closure of sale
7. Aggressively downloading all the RnR activities running by the organisation.
Executes smooth function of the sales and other processes in order to maximise business potential.
1. Communicating any process change or change in any rules and regulations by the help of different training module.
2. Ensure that actual sales and service aspects including sales calls, issuance and complaint handling are carried out without any blocks
Ensure relevant people in the right place right time in order to maximise the productivity
1. Understanding the strength of the resource and depending on that allocating job responsibility
2. Evaluating the opportunity of each business unit and allocating targets as per that.
Execute the right method of business acquisition in order get the profitable mix for the organisation
1. Scrutinise the business on regular basis and give the relevant information to superiors
2. Achieve Persistency targets as per the company norms so that renewals take place on time
3. Take corrective actions related to persistency and health
Recruitment & Training
1. To ensure recruitment of team on a time based manner.
2. To manage attrition within the specified limits.
3. Ensure through continuous on the job training, skill enhancement of team members.
5) Job Purpose of Direct Reports
Direct Sales Executive: To achieve the Sales and health targets set for them as per their goal sheets.
6) Relationships (If Applicable)
Internal
Frequency
Nature
Support Executive’s
Trainers
HR
Issuance Coordinator
Client Service
Daily
Regularly
As and When Required
Daily
As and When Required
To Log-in and receipting Policies.
For arranging trainings for the team as well as for the relationships.
Mainly recruitments and man power related issues.
To Ensure the policies are Issued on time.
Service related issues.
External
Frequency
Nature
Relationship
Daily
Business Development and to ensure the smooth sailing,