Branch Head - Sales - BFSI (5-10 Yrs) Anywhere In India/Multiple Locations (BFSI Sales)

Job Title - Branch Head- Function- DSF- Department - DSF - Sales- Reporting To - (Title)- Assistant Regional Manager/Regional Manager/Asst. Zonal Head- Superior s Superior - (Title)- Zonal Head/Asst. Zonal Head/Head of Sales - Unit - Birla Sun Life Insurance Company Ltd- Location - Zone- Business - Life Insurance- Date - May 20131) Job PurposeTo 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.2) Dimensions - What are the areas (in quantitative terms) the job has an impact on?- Dimension- Remarks1. Manpower (Nos.)- 18 AM/BMs- Branch Managers in case of large branches2. Annualised Premium (in Cr)- 1.2 to 5 Cr3. Policies (Nos)- 600 to 2,5003. Net Annualised Advisor Commission (NAAC) (in Lac)- 0.4 Cr to 1.5 Cr4. Persistency- 85%- 13 month Rolling Premium Persistency5. Sales Progression - Maintain 30% of sales progression in the team 6. Licensing - Create distribution as defined in the targets 7. Activisation- As per the assigned targets3) 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 :- Performing despite unethical market practices prevailing in the market - Retention of the Quality Sales Force owing to stiff competition- Ensuring the quality of new advisors who are being introduced in to the system because it s practically not possible to meet each and every advisor getting recruited.- Equipping the new advisors with proper knowledge owing to poor turnout in training programs4) Principal Accountabilities:- Accountability- Supporting Actions- Plan sales strategies and achieve branch business targets in terms of number of agents, productivity, new premium, persistency of business.- Scan the market for emerging opportunities, the presence of competition etc and plans for the progress of his branch in consultation with HO- Ensure strategies include effective product mix, tapping of potential customers, contests and delivery of investment advisory to customers.- Ensure implementation of the plans & monitor same to ensure success- Promote productivity of the field force through effective people management.- Ensure regular training of advisors and provide latest input given by company to them.
-Discuss with them the promotional infrastructure decided by company and have review of their progress in terms of competition, activation and club membership.- Establish good working habits for the force, undertake productivity improvement drives, organize specialized training programs etc.- Ensuring persistency of the business in order to ensure enhance business goals.- By doing random quality checks on the business sourced to maintain desired persistency levels.- Ensure post sales servicing are through in order to retain customers.- Inculcate a culture of financial discipline in the branch to have well control on revenue.- Ensure that strict control is maintained on the cash transactions in the branch.- Ensure that budget is maintained on all capital and operating expenses incurred.- Ensure 100 % compliance in order to smooth running of the operation and enhance the productivity in the assigned branch.- Monitor process adherence at the branch- Provide regular update to the sales force /operation staff regarding changes in the Underwriting /IRDA Guidelines as well as Sales Process from time to time.
-Drive sales promotional activities in order to achieve the business numbers.
-Initiate and ensure implementation of different activities to promote sales & recruitment.- Liaise with the concerned HO teams to drive central initiatives - Ensure adequate promotional effort is delivered to existing and potential customers.- Recommend product and process improvement to the company to enhance efficiencies and customer satisfaction.- Evaluate customer response to our products, services, processes and people and suggest innovations/improvements/changes in these areas.- Ensure effective administration of the branch to sustain smooth functioning and operations in a cost effective way.- Ensure that the general administration of the branch is as per requirement - Team Management- Ensure through continuous on the job training, skill enhancement of team- Mentor, supervise and coach the team.- Provide for on the job as well as classroom training for skill enhancement- Ensure periodic job rotation to give a higher exposure to the team members on all aspects.5) Job Purpose of Direct Reports:- Front Line Sales - AM-SAM-BDM-AP-BP-MP:The purpose of this job is to recruit quality advisors (free lancer) & support / train them to enable them procure insurance policies from the market & subsequently service the customers.Sales ...

Payroll Type : Permanent