RSM - Direct Marketing

Job Title

Regional Sales Manager

Function

Direct Marketing

Department

Direct Marketing

Reporting To

(Title)

Zonal Manager –Direct Marketing

Superior ’s Superior

(Title)

Head – Group Business & Direct Marketing

Unit

Birla Sun Life Insurance Company Ltd

Location

Zone

Business

Life Insurance

Date

March 2013

• Job Purpose
  
  

Drive business and achieve targets through allocated region/area. Work towards increasing the overall sales productivity of the team by facilitating & handholding the team in various types of customer acquisition & servicing activities. Manage a team of Sales Managers to maintain the proper process of doing valued business for the organisation.

• Dimensions
  
  

What are the areas (in quantitative terms) the job has an impact on?

Dimension

Remarks

• 
  
  

Manpower (Nos.)

Direct: 5-6

Indirect: ~35-45

• 
  
  

AP Targets

~ Rs. 20 mn

• 
  
  

NOP Targets

700-900

• 
  
  

Leads

~ 20000

• 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 –

The most critical part is grooming the sales force to be able to close the leads / prospects successfully. This is because of the criticality & advisory methods required to be able to successfully do a need based sale.

Continuously conceptualising & executing activities to generate prospective customers to keep the sales force optimally occupied in the region.

• Principal Accountabilities
  
  

Accountability

Supporting Actions

Ensure achievement of Targets (Premium & NAAC ) in order to contribute in overall growth of the company

• Continuous interaction with the Sales managers.
• Regular reviews to monitor productivity levels.
• Ensuring awareness and participation in all the R&R activities run by the organisation.
• Converting the key prospects into customers.
  
  

Ensure smooth function of the sales and other processes in order to maximise business potential.

• Communicating any process change or change in any rules and regulations by the help of different training module.
• Supporting in the actual sales and service aspects including sales calls, issuance and complaint handling
  
  

Maintain the expense gap in order to reduce the cost

• Understanding the need of the expense
• Taking commitment from the channel before any spending or allocation of the budget
• Maintain a SM wise expanse tracker
  
  

Ensure relevant people in the right place right time in order to maximise the productivity

• Understanding the strength of the resource and depending on that allocating job responsibility
• Evaluating the opportunity of each business unit and allocating targets as per that
• Recruit, develop and train team members to maximize productivity
  
  

Ensure the right method of business acquisition in order get the profitable mix for the organisation

• Scrutinise the business on regular basis
• Interacting with the customers through welcome calls
  
  

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

• Communicate with customers and
• Resolve queries as and when required to ensure that renewal takes place on time
  
  

Supporting activities for Lead generation

• As a support mechanism to the leads which are generated centrally, there should be activities planned including newer ways of generating lead prospects
  
  

Team Management

• Mentor, supervise and coach the team.
• Provide for on the job as well as classroom training for skill enhancement
• Job Purpose of Direct Reports
  
  

Sales Manager: To derive Insurance Business from assigned area or zone, to convince the relationship so they can convince their customer to invest in Birla Sun life Insurance. Manage a team of 10 DSE’s in a way that they are optimally working for the channel at the desired productivity levels. 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.

• Relationships (If Applicable)
  
  

Internal Frequency Nature

TPD Support Team

Training Manager

HR Dept

Customer Service Team

Client Service Team

Daily

Weekly twice

Monthly

Daily

Daily

Process, login and issuance related

Training related

Recruitment and other issue

Follow up regarding service issue

Follow up regarding issuance

External Frequency Nature

Lead Generation Vendor

Client – prospect

Fortnightly

Daily

All issue

Business and service