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Zonal Sales Manager
5 days ago
Job Title
Zonal Head – BOM
Function
Sales
Department
TPD Bank Relationship
Reporting To
(Title)
Relationship Head –BOM
Superior’s Superior
(Title)
Channel Head – Banca
Unit
Aditya Birla Sun Life Insurance Ltd
Location
PAN India
Business
Aditya Birla Capital
Date
1st March 2024
1) Job Purpose
To lead bancassurance partner relationship in the assigned Zone and achieve business objectives through cost efficiencies, meeting revenue targets and enhancing profitability. To strategize and direct efforts into Business development and Zonal Team Engagement thereby widening and strengthening the partnership contributing to overall business growth.
2) Dimensions
What are the areas (in quantitative terms) the job has an impact on?
Dimension
Remarks
1.
Manpower
Zone –
Direct : 4-6
Indirect : 250-350
Retail
Product Mix
ULIP : As per Channel Targets
Protection : As per Channel targets
.
Persistency
As per org norms of new channel
Mindshare
Incremental Mindshare & being preferred partner
Span of Partner Branches
Starting with 300
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?
Job Context:
Bancassurance is the insurance distribution model wherein the bank allows an insurance company to sell its products to the bank’s client base. ABSLI tied up with Bank of Maharashtra Bank in March 2023 to sell its insurance products through the Non-Branch Banking Channels and Bharat Banking.
Open Architecture model empowers the customers now to select their Life insurance plans from more than one insurer as per their choice at competitive prices. It also lowers chances of Mis selling, with the intervention of multiple regulators like Reserve Bank of India (RBI) and Insurance Regulatory and Development Authority of India (IRDAI).
4) Principal Accountabilities
Accountability
Supporting Actions
Business Development and Strategy – To pursue strategic opportunities in cultivating relationship with the bank partner to promote Business growth
Identify business opportunities to achieve business growth and distribution Provide inputs and insights while devising sales strategies, incentive designs, performance matrices, new products, new technologies and systems that promote Channel growth and market presence. Educate bank partner on the various RnR programs to drive desired support from them Identify enablers which will help to promote business growth, better market penetration and increased mindshare in the assigned geography Design customised strategies and plans for different circles, basis their environment and market needs. Share and onboard Circle Relationship Heads in the Team and drive execution.Business Targets – Design and ensure execution of Sales strategies through bank partner and ABSLI Team members to achieve Zonal targets, attain maximum mindshare and desired persistency levels thereby contributing to the overall Business Growth and profitability.
To liaison with senior leaders of the bank partner and build strong business relationships To collaborate and align with various functional Teams internally at ABSLI for seamless business execution Ensure and approve of the various Business activities designed are carried out as per the compliance and regulatory guidelines to promote business growth. To provide speedy resolutions of the high-level escalations by influencing key stakeholders, problem solving and ensuring a quick fix to the same. Strategize and continuously monitor the achievement of Zonal Targets through the team of Cluster Managers and their respective Teams. Communicate and Educate Team on the launch of ABSLI New products, processes and align them to new regulations laid by IRDA and expectations from the partner bank. Review and Analyse new Products in Market and do a comparison studyPeople Management: To hire, onboard, motivate and inspire the Team Members and create an efficient workforce within the Zone.
Strategize, Plan and deploy CH and CMs within allocated budgets to ensure maximum potential utilisation Attract, Recruit and Retain Talent in the market, ensure proper handholding and support is provided to the Team. Review and Monitor Circle Head’s performance and ensure Business targets are met and Team’s attrition is under control. Conduct regular team meetings, share organisation’s goal, and align them to business plan and strategy Ensure to provide constructive and efficient feedback to the Team and boost their morale for sales Devise strategies with the CH to tap the potential in the market and make them participate in the strategic initiatives for the zone.Channel Management – To optimise the Zonal performance by forecasting the Zonal requirements, preparing annual budget, controlling expenses and taking corrective measures
Monitoring Sales promotion Expenses incurred by the Zone and ensure that they are within the budget. Conduct periodic audits and take corrective actions for any malpractice found. Support Organisation’s vision and mission, by driving desired behaviours of the Team within the zone Oversee judicious expenditure on sales promotion activities Work to effectively use R&R programs to drive desired behavioursFocus on Business Quality and Profitability – Achieve Business profitability by focusing on renewals, quality of business and managing costs
Ensure achievement of profitability and persistency targets for the relationship in the designated zones Manage expenses within allowable expense gap Plan and manage the renewals and ensure adequate focus is maintained by the sales Team on persistency Ensure Business Leakage is within allowable limits. Focus and Monitor Product Mix within the Zone, to achieve Channel Targets
5) Job Purpose of Direct Reports
To build and maintain strong progressive partnership with the Bank in the assigned Zone, by supporting and contributing to bank partner’s strategy, adhering to the bank’s norms and agreed guidelines, achieving best mindshare of the bank and being the preferred Partner, thereby achieving ABSLI’s business targets and promoting business growth.
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