Senior Executive

A Position Overview

Position Title

Assistant Sales Manager

Department

Broca

Level/ Band

202-204/Executive

Role Summary:

·Achieve FYP targets through relationship management & support to channel partners

·Design contests & events

·Provide operational support for issuance

·Prospect new locations for conducting business& analyze the viability

B Organizational Relationships

Reports To

Zone Head, Corporate Agency/ Broking

Supervises

C Job Dimensions

Geographic Area Covered

Clusters as defined in coordination with channel partners

Stakeholders Internal

DTDD

External

Marketing, Distribution Operations, Operations, Sales Teams of channel partners, Vendors for setting up venues

D Key Responsibility Areas

Achieve FYP targets through relationship management & support to channel partners

·Ensure that the principal officers of the channel partners are IRDA licensed

·Maintain rapport with channel partners & build informal relations with the sales team to ensure that they maintain the desired sales level

·Plan weekly visits to venues & channel partners’ offices to oversee sales & ensure that no misselling is happening

·Assist the sales team to do a need analysis for the client

·Gauge the training requirements of the sales team & ensure that the training is imparted

·Provide the sales teams with regular updates on underwriting processes, modifications in SOPs etc

·Interact with the sales team to track the calls made by the team , find the problems faced by the team, provide them solutions & refresh their product knowledge

·Escalate issues faced by the channel partners if they are beyond his/her scope

·Arrange joint field work with the sales team on a need basis

Design contests & events

·Design & execute contests for the sales teams of channel partners

·Coordinate with marketing to ensure that the branches & venues do not run out of brochures, forms & other marketing material

Provide operational support for issuance

·Take care of the submission & issuance of policies submitted by the channel partners

·Coordinate between the operations team & the channel partners to close pendings

·Coordinate with the underwriting team & the HNI team to ensure issuance happens smoothly

Prospect new locations for conducting business& analyze the viability

·Inspect prospective venues in terms of visibility & potential for business generation

·Prepare business plans in terms of amount of business expected, projected costs & any other justifications for selecting the venue

·Send the business plan for approval

·Provide support to channel partners to set up the venue once approval is obtained

MIS & Reporting

·Maintain trackers on daily submissions, issuance, pendings etc to be sent to supervisors & channel partners

·Participate in risk mitigation plans, contingency planning, business continuity programs by executing and reporting within defined timelines. Highlight and recommend process gaps, flaws and process changes.

Risk

·Participate in risk mitigation plans, contingency planning, business continuity programs by executing and reporting within defined timelines. Highlight and recommend process gaps, flaws and process changes.

E Competencies

Competency For
Assistant Sales Manager

Proficiency Scale

Proficiency Scale Description

Business Acumen and Strategic Orientation
Ability to align with the organization's vision with a fair understanding of the insurance industry, regulations, financial markets and the agency business model in order to deliver profitable and sustainable business growth.

1,2

Has a basic understanding of own role and utilizes required skills and knowledge in one's own area of work to meet targets. Has basic knowledge bout company and competitor products (banking). Has basic knowledge of insurance industry and financial markets. Understands the requirements of the partner (customer) and consumer to facilitate product selling. Has basic understanding of partner business, internal processes and market of operations.

Has an in-depth understanding of one's own and team goals and drives the team to achieve the desired targets. Demonstrates a good understanding and focus on the profitability and viability of the business. Ensures and actively liaisons with the partners for involvement, to achieve business targets. Has an in-depth knowledge about company and competitor's products. Has a fair knowledge of insurance industry, regulations and financial markets. Has in-depth understanding of partner business, internal processes and market of operations.

Customer and Consumer Focus

Customer and Consumer Focus is about adding value to all partners (customers), internal and external, through thought, action & behavior. Adding value implies understanding the customer needs vis a vis the market, and being committed in delivering solutions that delight the customer and consumer to build and maintain the relationship without compromising on company objectives and values.

2,3

Makes a conscious attempt to understand and act on the partner and consumer requirements in a prompt and positive manner. Displays a sense of responsibility for satisfying the customer and consumer at different touch points. Builds and maintains healthy relations with partners and internal customers to ensure seamless execution. Responds to complex queries from partners and internal customers and keeps superiors informed about own actions and their context. Builds and maintains a strong network in the market / industry to maximize business.

Goes out of the way to deliver on time, the commitments made to the partner and consumers while striking a balance between their needs and organizational objectives. Guides team members to build relations and ensure partner delight.

Builds and maintains effective relationships with partners for business growth and continuity. Networks across geographies and within the channel to sustain the partnership. Builds positive and reciprocal relationships that benefit the function. Sets boundaries for subordinates within which they decide the best course of action to meet partner needs.

People Development

Focus on identifying, developing, recognizing potential and building the leadership pipeline in order to help individuals, teams and the channel maximize their potential to achieve the business goals.

2

Is constantly in touch with team and channel and effectively cascades key business highlights. Works to provide a supportive environment by securing necessary resources and removing blocks to effective working. Encourages work-life balance amongst team to maintain healthy workforce and promote long term effectiveness. Is able to adapt person –specific approach while dealing with various team members. Encourages recognition and rewards based on achievements.

Technology Enablement

Willingness and ability to adopt technological solutions and explore creative usage of resources (processes and technology). It involves the ability to develop, adopt and apply new and unique approaches and ideas with clear impact on improving business outcomes by leveraging technology.

2

Ability to highlight challenges and conventional processes that can be enabled with technology. Uses data analytics and technology to offer alternatives to the current processes. Works with peers or colleagues to test the viability of a new technology tool before applying it. Is aware of the key systems and technology within the insurance industry.

Drive for Result and Agility

Building an achievement orientation, with extraordinary levels of energy and efforts while being accountable for one's actions and decisions in an agile environment.

2

Possesses expertise in his/her area of work. Investigates thoroughly the concerns to be addressed by information sharing proactively. Is responsible and thinks through one's own course of action and its impact on business.

Building and Managing Relationships

Networking with key stakeholders(internal and external) and cross functional team members to build collaborative relationships based on confidence, trust and respect to facilitate the accomplishment of common work/ business goals. Working effectively with individuals across teams with diverse working styles, treating them with dignity and respect and value their contributions.

2

Voices one's view on own or related area of work. Responds to complex queries from the channel and internal customers and keeps superiors informed about own actions and their context. Builds and maintains healthy relations with the channel and internal customers to ensure seamless execution. Builds positive and reciprocal relationships that benefit the function. Acts to understand and respond appropriately to the concerns of others; demonstrates openness and receptivity to new information. Builds and maintains strong network in the market / industry to expand distribution and maximize business.

F Skills Required

Technical

§Product Knowledge

§Knowledge of underwriting & issuance process

Behavioral *

Essential

Desired

Interpersonal skills

·

Communication skills

·

Creative thinking skills

·

Supervising/Leadership skills

·

Teamwork Skills

·

Influencing skills

·

Relationship Building skills

·

Decision making skills

·

G Incumbent Characteristics

Essential

Desired

Qualification

Graduation

PG/MBA

Experience

3-4 years in sales

2-3 years in financial services domain

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