State Head

State Head

1. Market Study and Analysis

• Analyze the growth pattern of the assigned region; gather market awareness and intelligence on the business outlook in the region; discuss the same with the core team / large IMDs and propose the sales target to the superior
• Receive the finalized Annual Operating Plan (AOP) target (design target) from the superior basis past year's performance, business outlook and vertical's overall growth strategy
  • Devise month wise strategy with the team and analyse key challenges / opportunities; propose steps for leveraging the available resources in the best possible manner to drive the sales targets
  • Analyze, review and communicate the breakdown of overall region's target to the team, IMDs and set up review mechanism to monitor the same on set frequencies

1. Region Sales Review

• Monitor key metrics and targets across the states daily / weekly / monthly basis; drive team to ensure retention of existing business
• Track daily / weekly / monthly achievement against set targets
• Understand challenges / issues and propose effective solutions to tackle the same
• Identify and analyse opportunities and guide team to drive closure for the same; provide guidance in addressing difficult / critical aspects of sales closure
• Train IMDs in different products and alleviate concerns / issues; address doubts and instill confidence to pitch the product to target customers in an effective manner
• Drive monthly meetings, to discuss the region's performance during the month, targets for the upcoming month; publish rankings, recognize top performers and discuss key learnings
• Regularly track key parameters governing effective sales in the region and analyse low performing territories / areas; understand issues and guide effective resolution
• Track motor vs. non-motor business share closely; drive business in non-motor categories and ensure that is minimum 40% of the overall business volume
• Constantly analyze trends and forecast events in case of deviations from planned, if any and share the information with the superior on a timely basis
  • Participate in region sales reviews at set frequencies with the superior to provide overview of performance of the region; highlight complex issues and team achievements, share key learnings from the region with counterparts to ensure effective knowledge sharing

1. Key Stakeholder Management

• Engage with large agencies / IMDs in the region on a regular basis; share business insights, growth plans and new products / schemes in order to showcase organization credentials as well instill confidence in BGI 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 IMD attrition patterns, understand risk profiles associated with agencies, and drive focused interventions to retain IMDs

1. Sales Training

• Lead training efforts in the region for upskilling of team to better deliver in terms of sales calls, customer management, sales planning, customer service, etc.
• Guide team in regularly assessing areas of improvement amongst the IMDs and provide effective training to them; address development issues / concerns and enable them to drive sales for the organization in an effective manner
• Provide directions in planning and coordination of training efforts for team and agency network
• Conduct training programs / sessions for the team, on the market, conversion, products, product adaptation to the market, etc.
• Oversee execution of rewards and recognition policies to ensure reinforcement of right behaviors among team members
• Motivate and retain key talent in the sales hierarchy and build a strong leadership pipeline in the region

1. Process Improvement

• Explore avenues of driving sales more efficiently by employing market analytics / insights
• Discuss and analyse on loss making products in the region and share insights with the superior and other internal teams; suggest product alteration to make them more effective and profitable for the business
• Support different internal teams to come up with innovations / process improvement and drive its implementation for effective sales delivery
• Ensuring audit compliance for the region

1. 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

business planning and execution

Graduation

None