Cluster Manager

Job Title

Senior Sales Manager/Sales Manager - Bancassurance

Function

TPD- Sales

Department

Bancassurance

Reporting To 

(Title)

Regional/Area Sales Manager - Bancassurance

Superior's Superior 

(Title)

Relationship Head

Unit

Birla Sun Life Insurance Company Ltd

Location

Zone

Business

Life Insurance 

Date

 July 2012

1)     Job Purpose

To derive Insurance Business from assigned Relationship/Channel partner in an area or zone, to convince the relationship so they can convince their customer to invest in Birla Sunlife Insurance. To ensure all the pre and post sales support and services to the relationship as well as to the clients along with the team dedicated to the relationship. 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: 3-5

2.

AP Target

Rs. 3-5 cr p.a.

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 –

·       Market Volatility as BSLI predominantly sell unit linked policies

·       High dependency on third party/relationships who may have their own priorities so alignment is the key.

·       Balancing between the process requirement and expectations of the Channel partners 

4) Principal Accountabilities

Accountability

Supporting Actions

Achieve Targets (Premium & Revenue) in order to contribute in overall growth of the company 

1.     Continuous interaction with the channel partners 

2.     Mapping all the key decision makers and ensuring that the same information is shared with the superior

3.     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.     Communicate 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

3.     Recruit, develop and train team members to maximize productivity

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.     Interact with the customers through welcome calls 

Achieve Persistency targets as per the company norms so that renewals take place on time

1.     Communicate with customers and 

2.     resolve queries as and when required to ensure that renewal takes place on time

5)     Job Purpose of Direct Reports 

Unit Sales Managers: To achieve the Sales target for the assigned relationship as per the functional goals.

Relationships (If Applicable)InternalFrequencyNature

Support Executive's

Trainers 

HR

Issuance Coordinator

Client Service

Daily

Monthly

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.

ExternalFrequencyNature

Relationship 

Daily

Business Development and to ensure the smooth sailing, 

7) Organizational Relationships (Separate Annexure to be   Attached)    

Head HR & Admin

      

Chief Mgr - HR

Perf, Comp & Ben.

   SIGN-OFF

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Job Analyst

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