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Area Manager ( Team Handling ) – Bangalore | CTC Upto 13 Lacs

Aditya Birla Health Insurance

Job Title Area Manager – Agency
Function
Sales and Marketing
Department Sales – Agency
Reporting To

(Title)

Head – Agency Sales
Unit Aditya Birla Health Insurance Company Ltd
Location Bangalore, Karnataka
Business Health Insurance
Date

 

March 2018

 

 

 

                           

 

1)  Job Purpose

The purpose of the job is to lead the sales force in the assigned Region(s)by aligning various functional teams within the region to meet business objectives keeping in focus various parameters like revenue, distribution creation, persistency, cost efficiencies, , in alignment with the defined legal and ethical requirements of the organisation.

 

 

3) 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 –

·         As the business is quite manpower intensive, hiring & retaining the right resources given the limited availability of quality talent and stiff competition is a stiff challenge

·         Driving a balanced business growth in order to achieve the sales goals in alignment with mandated/desired market conduct and quality of business.

·         Keeping the tempo & motivation high with a balanced focus on all critical business parameters throughout the year on a work force of this size is a challenge in itself

·         Recurrent changes in regulatory environment and consequently changed product portfolios requiring strategic & tactical changes in selling techniques/pitch

·         Managing expectations of high performers: high performers expectation rises every year and to satisfy it, by getting innovative ideas is a biggest challenge

·         Aggregating & synergizing the discretely different objectives of various functions and aligning them to work towards a common goal for the Region

 

 

 

 

4) Principal Accountabilities

Accountability Supporting Actions
Planning & developing monthly, quarterly & annual business plans & accordingly fixing the business strategy for the region
  1. Developing of the monthly, quarterly & annual business plans & identification of short & long term focus areas
  2. Managing targets in line with the Business plan & strategy identified
  3. Ensure timely communication of the targets so assigned
  4. Conduct periodic review of the plans to identify gaps and incorporate changes due to prevalent market conditions/business performance

 

 

Identify business opportunities through market intelligence & penetrate in underdeveloped market to enhance distribution reach and profitability for the assigned region.

  1. Put in place strategies to tap potential market across the allotted region
  2. Ensure recruitment of advisors in the areas having unexploited potential
  3. Enhance brand awareness for future business
Drive & deliver sales and profitability targets of the Region to capture market share and deeper brand penetration.
  1. Build & ensure people capacity across the region to meet the targets
  2. Focus on creating distribution to increase market penetration
  3. Conduct periodic reviews to monitor the key business levers and take corrective action where necessary

 

Ensure high levels of quality in business sourced
  1. Manage checks and balances to enhance the quality of business
  2. Conduct periodic reviews and audits
  3. Take corrective actions as and when any malpractice/market conduct issues are found
  4. Monitor & take necessary corrective action to ensure high levels of persistency across the Region.
Designing & Management of Sales Collaterals
  1. Execute R & R mechanism to increase business volumes
  2. Ensure uniform understanding & communication of Sales Progression across the Region

 

Team Development
  1. Ensure through continuous on the job training, skill enhancement of team members

 

 

5)  Job Purpose of Direct Reports

 

Branch Manager: The purpose of the job is to develop and ensure execution of the sales distribution strategy, ensure achievement of the given sales targets by expanding distribution network, manage and lead the complete sales force which would include FLS and Agents.

 

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