Area Manager - Bangalore - Aditya Birla Capital

Job Overview

The Area Manager will be responsible for driving business growth and achieving sales targets within the designated region. The role emphasizes nurturing and maintaining strong relationships with channel partners to foster incremental business development. Additionally, the manager will supervise a team of Sales Managers, ensuring smooth business process execution and value creation for the organization.

Key Responsibilities

• Achieve annualized premium targets ranging from 5 to 10 crore INR, maintaining complete accountability for the vertical’s sales goals.
• Manage a direct team of 4-5 sales managers and an indirect influence of 20-25 individuals.
• Ensure zero customer complaints by closely monitoring client interactions and resolving issues promptly.
• Maintain premium persistency rates at 80%, ensuring renewals and client retention over a 13-month rolling period.
• Foster continuous engagement with channel partners on a defined schedule to strengthen relationships and meet business objectives.
• Communicate product, process, and regulatory changes effectively through appropriate training modules.
• Support sales efforts including sales calls, issuance processes, and complaint management.
• Manage budget and expenses efficiently by tracking expenditures and securing commitments from channel partners prior to spending.
• Retain talent by maintaining at least 90% employee retention and filling position vacancies within 15 days.
• Recruit, train, and develop the sales team to maximize productivity and achieve business targets.
• Regularly analyze business quality and sales methods to secure a profitable product mix (Trad: 50%, ULIP: 40%, Term: 10%).
• Monitor and enforce quality standards and ensure timely resolution of customer complaints within 72 hours.
• Implement renewal status reviews every two weeks and communicate proactively with channel partners 30 days prior to renewal dates.
• Identify and implement innovative sales initiatives to enhance market penetration and business growth.
• Collaborate internally with support teams including HR, training, customer service, and client service, and externally with bancassurance partners and clients.

Challenges

• High reliance on HDFC Bank relationships, which may have competing priorities necessitating careful alignment.
• Balancing rigorous process requirements against the expectations of channel partners to maintain strong collaborations.

Team Purpose

Sales Managers and Senior Sales Managers are tasked with driving insurance business from assigned relationships or channels, convincing partners and clients to invest with Birla Sun Life Insurance, and ensuring consistent quarterly business growth with robust pre- and post-sales support.

Relationships

• Internal daily interactions with support teams for process, training, recruiting, and customer servicing issues.
• Frequent engagement with bancassurance partners and prospective clients to handle all business and service-related matters.