RBM-Group Business-Delhi

Job Purpose
To drive sales through a self and team of BDMs by procuring retirement funds business from Corporate clients including MNC's, Indian companies, banks and state and central public sector entities across key, mega and PSU segments of his/her specific region in the emerging markets vertical. The role involves business development opportunities for group fund business, and also for worksite marketing, group term insurance, and leads for other ABFSG entities.

Job Context & Major Challenges
Job Context: To drive sales through a self and team of BDMs by procuring retirement funds business from Corporate clients including MNC's, Indian companies, banks and state and central public sector entities across key, mega and PSU segments of his/her specific region in the emerging markets vertical. The role involves business development opportunities for group fund business, and also for worksite marketing, group term insurance, and leads for other ABFSG entities.

Job Challenges:

• The RBM-EM is in charge of a particular geographical region comprising of 5-7 states with varied cultures and decision making tendencies
• Stiff competition and disruptive sales practices by competition
• Continuous motivation for the team on a day to day basis as sales processes stretch to several months or even years and it is important to keep the team momentum high at all times
• Ensure to get time share and mind share of decision makers is a challenge as decision makers are usually averse to change
• Understand and manage customer expectations which aren't always clearly stated and equipping the team to ensure faster deliverables
• Develop and build a team having cross skill sets for business procurement across key, mega and PSU's segments of the business
• Dependency on markets and sentiments
• Losing a deal to competition without being present on an opportunity as it may be physically impossible for the team to be present on all opportunities.

Key Result Areas
KRA (Accountabilities) (Max 1325 Characters)
Supporting Actions (Max 1325 Characters)
KRA1 Ensure achievement of planned business targets for sales 1. Plan and work with the team to procure retirement funds business to boost the top-line

• Ensure the team does identification & mapping of right opportunities and working on them to build a case for investment with BSLI
• Empower the team to identify cross sell opportunities for business

KRA2 Ensure implementation of sales strategies and sales management processes 1. Track and mentor the team to maintain healthy business records, client information to build a long drawn sustainable client and prospect information base to be useful for sustainable cross-sell opportunities

• To ensure the team identifies and builds relationships with key influencers & decision makers, influencers etc
• Ensure adherence by the team to sales management processes for business procurement by guiding the team in identifying priorities to achieve set goals
• Lay down clear sales stage development plan for every customer with the respective sales resource by ensuring every minute details being adhered to. This helps in sales stage progression right from pipeline, relating, discovery, advocating, supporting to closure with consultation and regular reviews with NSM-EM
• Timely identification of any issues that may need to be addressed to ensure mandate from a customer

KRA3 Undertake relevant initiatives around business development and pipeline building 1. Guide the team to identify business opportunities

• Ensure the team keeps track of competition movements, wins/losses to ensure higher market share for BSLI.

KRA4 Relationship building with key current and prospective clients 1. Prioritization of prospects and ensure team empowerment to complete most part of the sales cycle with minimal handholding.

• Ensure team is made capable to build relationships through common interests, market knowledge, likes and dislikes with regards to key decision makers and influencers in a prospect
• Guide the team to manage multiple relationships in a single account as any account involves interactions at 5-7 different people, 2-3 influencers and 1-2 decision makers
• To guide the team in consultation with the NSM-EM and the investment team to provide a host of services like investment advisory, trust advisory, taxation & legal matters so that the customers get a one stop solution

KRA5 Team Development 1. Identify training needs of the team through continuous interactions and on field experiences to ensure the team has overall development and not just on-job training requirements

• Imparting requisite skills to the team both soft skills, selling skills, market knowledge and understanding that will help in achievement of targets