Sales and Marketing

ROLE PROFILE

BASIC INFORMATION ON THE ROLE

Role Name / Designation

Regional Business Manager

Function / Department

Sales

Grade/Level

Manager/Sr Manager

Reporting to

Functionally

Administratively

Pratigya Champion

Pratigya Champion

Reportees

BM, AMB/SE, CRO

PURPOSE OF THE ROLE

The purpose of the role is to drive branch team by designing and developing sales strategies & support thereof in alignment with Company s overall plan, achieving operational excellence, Regulatory compliance as per statute and knowledge empowerment through training with the overall objective to achieve Revenue target of the Region.

KEY RESPONSIBILITIES OF THE ROLE

To ensure achievement of Revenue target branch-wise.

To decide on product wise sales strategies and provide advice on sales promotion, vertical wise revenue budget management for a profitable result.

To plan and implement strategy for new customer acquisition, devise customer relationship programs, etc.

To drive and achieve cross sale target as per yearly approved plan

To monitor and ensure Branch wise achievement of collectable renewal dues under all verticals

To monitor Renewal persistency level and necessary follow up to reach overall Company s plan

Effective use of Principals Partner Portal

Daily monitoring of branch business process and ensuring achieving TATs for distribution benchmark

To monitor business quality to keep surrender & CDR within the Company s plan

Service to the customers. Area includes Customer Complaints, Policy Owners Service request Claims, Policy Pack Delivery, Discrepancy resolution etc

Identify, select and arrange training of PFPDL employees posted at branches and get them licensed/ certified with IRDA / NISM and timely renewal of existing licenses

Develop training programs and its materials, product sales stories, being an enabler to improve confidence and efficiency

Conduct training needs analysis and also develop, revise/update, deliver and evaluate training and development courses. Source, liaise with and manage internal trainers and external course providers. Assist in developing and implementing talent development and management initiatives.

Maintain up-to-date knowledge of new regulations, market practices relevant to products, update knowledge with the assistance of Principals and disseminate any new requirements appropriately.

To implement different H.O. directives/ initiatives at branches.

To maintain relationship with Principal and ensure required / agreed support to branches.

Increasing effectiveness of sales team

To maintain business hygiene at branches

Assessment of finding gaps in regard to training and take corrective action

Practice adult learning methodology

KEY PERFORMANCE INDICATORS

Budgetary achievement in revenue generated from LI, GI, HI & MF (vertical wise)

Renewal target under all verticals & 13 months renewal persistency for LI

Achievement of business drivers as per overall plan of the Company

# New Customer Generation # Retention % of existing customers # Achievement of Cross Sale Plan

Regulatory & internal compliance with adherence to Code of Conduct

Achievement of various TATs for distribution benchmark

Ensure the defined quantified norms to monitor and review training productivity enhancement of participants post training is adhered to.

Effective and efficient usage of the training management system for management of timelines, cost and productivity of the trainers and training programs.

Support in activities to ensure training planning, execution and review is done to achieve higher standard through various measures.

MISCELLANEOUS ACTIVITIES

To explore, analyze and identify new positioning activities.

To finalize product packaging and launch strategy in consultation with superiors.

To develop strategies for sales team training in consultation with all concerned

KEY INTERACTION

Internal

Nature or purpose of interaction

Head of Sales

To seek information on and discuss product viability and budgeting

Head IT

To seek information on MIS related requirements

Head - Customer Service & PO

To discuss matters relating to Operations, Customer Service & Regulatory Compliance

Head LD & SD

Budgeting and cost management, training management, MIS Support, Content support.

Other HODs

To discuss matters related to their departments.

BMs and branch team

To ensure and review business planning and budgeting.

External

Nature or purpose of interaction

External Vendor

To organize events and marketing campaigns and promotional activities.

Principals

To discuss promotional activities and other related matter

KNOWLEDGE AND SKILLS

Should possess excellent communication and inter-personal skill.

Computer savvy

Should have the capacity to lead a team in a Division

Financial product hands-on selling background

CAPABILITIES REQUIRED FOR THE ROLE

Customer Orientation

Teamwork and collaboration

Business Perspective

Achievement Orientation

Capability Development

Adaptability to change

Process effectiveness

Problem solving

Communication

Requirements