The purpose of the job is to ensure execution of the sales distribution strategy for the allotted region through achievement of the allocated sales targets by effectively leading the complete sales force for the region while ensuring quality of business sourced and market conduct is as per defined guidelines
- Dimensions
What are the areas (in quantitative terms) the job has an impact on?
Dimension
Remarks
- Manpower Direct: 14 to 17 (Branch Manager, Branch Head &
- Relationship Managers)
Indirect: 175 to 210 FLS and Support Staff
- Annualised Premium (in Cr) ~ Rs. 10 to 40 cr
- Net Annualised Advisor Commission (NAAC) (in Cr) ~ Rs. 2.5cr – 5.5cr
- Persistency 85% 13 month Rolling Premium Persistency
- Branches 11 to 15 Branches
- Activisation 25% to 35%
- Policies 7,500 to 15,000
- 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 –
- Unavailability of skilled manpower in small towns
- Short gestation time to develop people because of fast business demand.
- Managing Attrition at the frontline due to immense competition
- Getting adequate infrastructure in place in small locations
- Highly competitive and aggressive industry, especially in the Direct Sales Force channel
- Ensuring a fine balance between the multiple demands placed on the sales force by multiple channels
- Principal Accountabilities
Accountability
Supporting Actions Ensure effective execution of thebusiness strategy in the Region
- Devise and execute branch-level plans based on market analysis to ensure achievement of targets
- Ensure effective communication and awareness of targets by each team member
- Conduct periodic reviews and recommend corrective action where required
- Drive and motivate team members to achieve business targets
- Ensure branches allocated are manned adequately with quality manpower
Identify incremental business opportunities in the region through market intelligence & penetrate in underdeveloped market to enhance distribution reach
- Gain market intelligence in allocated geography
- Devise and execute in place strategies to tap potential market.
- Ensure recruitment of advisors in the areas having unexploited potential
- Enhance brand awareness in underdeveloped areas for future business
Ensure profitable and sustainable business by driving sourcing of high quality business sourced, market conduct in line with organizational and legal requirements as well as managing cost effectively
- Ensure that the business activities are carried out as per the compliance & regulatory guidelines laid by the company
- Put in place checks and balances to control the quality of business
- Take corrective actions as and when any malpractice or market misconduct is found
- Drive awareness and adherence to persistency targets
- Monitor each branch’s actual expenditure against budget
- Initiate measures to curb the less important expenses & drive profitability at the branches
- Drive branch profitability by taking current cost optimization initiatives
Ensure high levels of motivation and productivity in the team by effective implementation of sales promotion &
- R &
- R programs and implementation of sales tools and processes
- Implementing Sales progression across the levels wherein people are more assured of career enhancement on delivery of the expectations
- Drive periodic zonal and organizational R&R; initiatives and motivate team towards peak achievements
- Effectively communicate the promotional program to the entire sales team.
- Ensure branches plan the incremental revenues through these programs.
- Ensure the delivery of results during the program period
- Give feedback on the results of the promotional program.
- Identify opportunities, drive and monitor productivity enhancement initiatives
- Communicate the effective use of sales process to the entire sales team
- Plan and review the process at the BM/BH/ReM. FLS and the Advisor level and obtain the feedback for further enhancement.
- Facilitate the maintenance of proper database on day to day activities to monitor performance
Ensure streamlined teamwork with support functions such as Operations, Sales Training, Marketing, Compliance and HR to ensure achievement of regional business goals
- Giving proper support to the Operations team to improve the login to completion ratios for new business sourced as well as servicing to existing clients.
- Ensure team members are a part of planned Training initiatives so as to ensure they are adequately equipped in terms of knowledge and skill.
- Work with the HR team for manpower hiring, engagement and retention across region
- Work with the Zonal Compliance team to ensure awareness of prevailing guidelines, and taking proactive and corrective measures to ensure proper market conduct as stipulated
- Provide inputs for improvement of processes across all support functions
Team Development
- Ensure through continuous on the job training, skill enhancement of team members
- Job Purpose of Direct Reports
Branch Head To lead the assigned branch by effective planning & management of resources and ensuring achievement of agreed business targets through effective sales strategies to help the branch lead in terms of market share and brand equity in a cost effective manner. Branch Manager The purpose of this job is to manage a team of Agency Managers, ensure advisor recruitment as per plan, and assist the Branch Head to make the branch a profit centre and to achieve annual business targets.
Relationship Manager To ensure achievement of agreed business targets of super value branches by growing and developing a quality field force and guiding it to a leadership position in terms of market share and brand equity in the area of operation
- Relationships (If Applicable)
Internal Frequency Nature
Operations Department
Training
Channel Development
HR
Marketing
Finance &
- A/c’s
Investments
Legal and compliance
Weekly
Monthly
Monthly
Weekly
Monthly
Monthly
Monthly
Need Basis
Policy Related
Training MIS and giving requirements
CD MIS and giving requirements
Recruitment and other activities
Promotional Activities and Launches
Commissions and Reconciliation
Training and understanding Market perspectives.
Any Compliance matter to be addressed
External Frequency Nature
Customer
Vendors
Competition Advisors
Recruitment Agencies
Need Basis
Need Basis
As opportunity strikes
As per Vacancies
Queries, Problems etc
As per the requirements or any Bill settlement queries To help them understand BSLI and join the same.
To fill the required vacancies
- Organizational Relationships (Separate Annexure to be Attached)
Chief Mgr - HR Perf, Comp &
- Ben.
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Job Analyst
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📌 Assistant Regional Manager - DSF - Ranchi (Jharkhand)
🏢 Aditya Birla Sun Life Insurance
📍 Jharkhand
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