Regional Sales Manager - Bancassurance

Role overview

This position is responsible for driving business growth in the assigned region/area through bancassurance partnerships. The role focuses on building strong channel relationships, supporting smooth sales operations, and leading a sales team to deliver consistent business results for the organisation.

Job details

• Function: TPD - Sales
• Department: Bancassurance
• Reporting to: Relationship Head
• Reporting manager’s superior: Head – Banca & Health Business
• Unit: Birla Sun Life Insurance Company Ltd
• Business: Life Insurance
• Location: Tamil Nadu, India
• Document date: March 2013

Role objective

The goal of the role is to meet premium and revenue targets, strengthen the relationship with channel partners, coordinate sales and service activities, and guide the team to maintain a structured and high-performing business process.

Key challenges

• Success depends heavily on third-party/channel relationships, which may have competing priorities, so alignment is critical.
• The role requires balancing internal process requirements with the expectations of channel partners.

Responsibilities

• Drive achievement of premium and revenue targets to support overall company growth.
• Stay in regular contact with channel partners and maintain strong working relationships.
• Identify and connect with key decision-makers within the channel partner network.
• Promote and execute organisation-led recognition and reward activities.
• Ensure sales and related processes run smoothly to unlock business potential.
• Communicate process updates, rule changes, and regulatory changes through appropriate training inputs.
• Support sales and service activities, including sales calls, policy issuance, and complaint resolution.
• Control expenses by reviewing spend needs, obtaining channel commitments before allocation, and tracking sales manager-wise expenditure.
• Place the right people in the right roles and assign responsibilities based on capability and business need.
• Assess the potential of each business unit and allocate targets accordingly.
• Recruit, coach, develop, and train team members to improve productivity.
• Monitor business quality regularly to ensure the desired product mix and profitability.
• Interact with customers through welcome calls and follow up on business quality.
• Support persistency by communicating with customers and resolving queries so renewals happen on time.
• Explore new business opportunities within the assigned relationships and area to improve penetration of the database.
• Work with the relationship to identify innovative ways to expand business.
• Ensure direct reports deliver insurance business, provide pre- and post-sales support, and maintain steady quarterly business growth.

Reporting and stakeholder management

• Internal coordination includes daily interaction with the TPD Support Team, Customer Service Team, and Client Service Team.
• Training Manager support is required twice a week for training-related matters.
• HR interaction is monthly for recruitment and related issues.
• External coordination is daily with the bancassurance partner and client prospects for business and service matters.

Dimensions

• Team size impact: 4-5 people directly, with indirect impact across roughly 28-35 people depending on the relationship.
• Annual premium impact: Rs. 10-15 crore.

Direct reports

Sales Manager / Senior Sales Manager roles are expected to generate insurance business from the assigned relationship/channel partner, support customers and the relationship with pre- and post-sales service, and deliver consistent quarter-on-quarter growth.

Organisational relationships

The role connects with HR & Admin leadership, the Chief Manager - HR, and the Performance, Compensation & Benefits function as part of organisational coordination.

Additional information

This job sheet was created in March 2013 and references a life insurance business environment within a bancassurance model. The role sits within the sales function and is designed to strengthen business performance through channel-led distribution.