Job Description — Regional / Cluster Manager/ Area Manager

Job Identification

Job Title Regional / Cluster Sales Manager/ Area Manager Bancassurance

Function Bancassurance / Distribution

Department Growth

Role Purpose

The Regional / Cluster Sales Manager is the regional execution owner for the Bank bancassurance relationship.

The role translates the central account strategy into measurable branch and field execution across the assigned Regional Office.

The Regional Manager is accountable for regional business performance, branch activation, FOS productivity, bank-employee engagement, pipeline management and resolution of local execution issues.

The role serves as the operational bridge between the Account Manager, Bank Regional Office, branches and Kshema's field organization.

Key Responsibilities

A. Regional Bank Relationship

- Own day-to-day relationship management with the assigned Bank Regional Office.

- Develop effective engagement with the RO Head and relevant officials.

- Conduct structured regional performance reviews.

- Obtain appropriate support for branch activation and approved business initiatives.

- Escalate account-level matters to the Account Manager.

B. Regional Business Planning

- Translate allocated regional targets into branch/cluster-level plans.

- Segment branches by opportunity.

- Identify priority, dormant, developing and high-potential branches.

- Develop crop-season activity plans.

- Maintain regional pipeline visibility.

- Plan FOS allocation based on opportunity and travel feasibility.

- Develop corrective plans for underperforming branches or territories.

C. Branch Activation & Productivity

Maintain visibility of:

- Total branches

- Activated branches

- Productive branches

- Dormant branches

- High-potential branches

- Low-performing branches

- Establish intervention plans for each major segment.

- Ensure branch activation translates into sustained productivity rather than one-time activity.

D. FOS Management

Allocate branches and territories to FOS.

- Define daily and weekly activity plans.

- Review branch visits and customer activities.





- Conduct regular field coaching and joint visits.

- Monitor pipeline quality and conversion.

- Identify productivity gaps.

- Coach underperforming employees.

- Maintain appropriate attendance and field discipline.

- Escalate manpower or performance issues when required.

E. Bank Staff Engagement

Build working relationships with Branch Managers.

Engage relevant branch employees.

Conduct approved product and process briefings.

Encourage appropriate lead referral and customer identification.

Communicate approved campaigns.

Resolve field-level implementation issues.

Recognize and replicate successful branch practices where permitted.

F. Business Funnel & Conversion Management

- Monitor the complete regional funnel:

Lead → Customer Interaction → Quote/Proposal → Documentation → Policy → Renewal

Track:

- Lead volumes

- Quotes

- Proposals

- Policies issued

- Premium

- Conversion ratio

- Pending cases

- Renewals

- Require clear reasons for significant drop-off or pending cases.

G. Rural & Farmer Outreach

Coordinate and supervise:

- Farmer awareness programmes

- Customer meetings

- Village-level outreach where appropriate

- Branch/customer camps

- Seasonal agricultural campaigns

- Crop-calendar-linked engagement

- Ensure only approved product and communication material is used.

H. Operations & Service Coordination

Coordinate local resolution of:

- Documentation gaps

- Proposal deficiencies

- Policy issuance delays

- Customer queries

- Pending cases

- Claims support requirements

- Service escalations

**Technical decisions remain with authorized Operations, Underwriting and Claims teams.

I. MIS & Performance Reviews

Maintain:

Daily FOS activity report





Weekly branch performance report

Regional sales funnel

Premium tracker

Branch activation tracker

FOS productivity tracker

Training tracker

Issue/action tracker

Monthly business review

Ensure data quality rather than merely report submission.

J. Compliance

Monitor branch and FOS execution for:

Accurate product communication

Proper documentation

Customer consent

Approved sales process

Ethical selling

Data confidentiality

No mis-selling

Compliance with bank and insurer guidelines

Escalate material concerns immediately.

Cluster Sales Manager/ Area Manager should be result oriented and should be striving for appended outcomes:

Regional Business Delivery Regional target achievement

Branch Activation High active/productive branch penetration

FOS Productivity Productive and disciplined field organization

Bank Engagement Robust Regional Office and branch relationships

Sales Funnel Healthy lead flow and conversion

Renewal Strong eligible renewal conversion

Service Timely issue resolution

Training Effective branch/FOS capability

Compliance Quality and compliant sales

MIS Accurate and timely regional visibility

Qualifications & Experience

Graduate from a recognized institution.

Postgraduate/MBA qualification desirable but not essential.

Experience in insurance, banking, bancassurance, rural distribution or financial-services sales preferred.

Team-handling experience strongly preferred.

Rural/agricultural-market exposure desirable.

Ability and willingness to undertake substantial field travel.

Functional Competencies

Regional sales management

Bancassurance

Branch activation

Funnel management

General insurance

Crop/agriculture insurance awareness

Team productivity management

Sales coaching

MIS analysis

Customer-service coordination

Compliance awareness

Behavioural Competencies

Execution orientation

Team leadership

Relationship building

Coaching

Problem solving

Accountability

Planning and prioritization

Communication

Adaptability

High field orientation

📌 cluster manager (Kapurthala)
🏢 Kshema
📍 Kapurthala