Area Head Geo

Job Description

- Business Planning & P&L ownership
- Receive the finalized Annual Operating Plan (AOP) targets around sales, renewals, product mix etc. from the Country Head Geo, basis the last year business, companys growth agenda, etc.
- Analyze, review and communicate the breakdown across products, customer segment targets to the Region leads
- Own the P&L of assigned geographies & ensure profitability of the business sourced
- Motivate the team and drive the business targets; understand key issues and challenges, take decisive action in resolution of the same; escalate critical issues / concerns to the superior and seek resolution
- Create and track monthly execution plan based on targets received; account for key business issues across different segments and build in the complexity
- Track and monitor the tracker for Geo sales across all channels, manpower productivity, FOS time utilization across different leads, sales pipelines and other key business parameters
- Guide team in analyzing the GeoTag for the team and number of appointments which are getting closed everyday
- Analyze product mix and work our Price 2 value propositions for various stakeholders

- Manpower productivity assessment

- Direct team to conduct seminars along with other teams to attract people to work for BAGIC
- Assess manpower requirement across the different clusters basis the growth agenda, sales leads from different channels and business issues; guide team to monitor the recruitment closely and ensure that the sales are not affected due to availability of manpower
- Direct team to work with sales training team to ensure that the team is trained in different aspects of sales management; work with the team in devising training plan and facilitate Train the Trainer; direct cluster leads to launch training and promote BAGIC as an employer of choice along with different aspects related to organization
- Monitor the band movement for new recruits according to the contribution to the business volume; guide team to assist new recruits to quickly start adding value to the business

- Regional Sales Review

- Monitor key metrics and targets across the clusters daily / weekly / monthly basis; drive team to ensure retention of existing business as well as capture new market share by onboarding new channels banks, dealers, agencies, etc.
- Engage with the sales team periodically and conduct informal and targeted reviews every month, to monitor key metrics and targets around ticket size, product mix etc., track achievement and take corrective measures
- Track daily / weekly / monthly achievement against set targets
- Understand challenges / issues and propose effective solutions to tackle the same
- Conduct market mapping and track agent activation levels across different clusters and direct team to drive activation
- Identify and analyze opportunities and guide team to drive closure for the same; provide guidance in addressing difficult / critical aspects of sales closure
- Constantly analyze sales parameters (motor vs. non-motor business, areas with losses, agent recruitment, etc.) and in case of deviations from planned, inform the superior on a timely basis

- Participate in sales reviews at set frequencies with the superior to provide overview of performance across different clusters and channels; highlight complex issues and team achievements, share key learnings with the team to ensure effective knowledge sharing
- Key Stakeholder Management

- Engage with corporate clients on case to case basis; share business insights, growth plans and new products / schemes in order to showcase organization credentials as well instill confidence in BAGICs capability in the area
- Drive collaboration with other internal functions like Claims / Underwriters / operations in cases requiring cross-functional intervention; ensure that any issue is resolved in an effective manner

- Analyze team attrition patterns, understand risk profile of team, and drive focused interventions and recognition initiatives to retain team members, in consultation with the superior

- Team Development and Engagement

- Establish individual performance expectations and evaluation metrics, and regularly review individual performance
- Share information regarding business and key developments with the team proactively; guide them in utilizing their skills in the best possible manner
- Understand team grievances and guide for their effective resolution
- Identify and create development opportunities for team members to enhance functional knowledge

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