Regional Sales Manager - KVB

Job Overview

The Regional Sales Manager will lead and grow the sales efforts within the assigned zone in Tamil Nadu, focusing on life insurance products offered by Aditya Birla Capital. This role is centered on driving business growth by achieving sales targets and enhancing the productivity of the sales team through coaching and managing Sales Managers.

Key Responsibilities

• Guide a team of 5-6 direct Sales Managers and oversee 35-45 indirect reports to meet defined targets.
• Achieve premium collection goals around Rs. 20 million and net operating premium targets of 700-900 policies by effectively converting leads.
• Engage with the sales team regularly through interactions and productivity reviews, encouraging participation in rewards and recognition programs.
• Support sales processes including client acquisition, servicing, complaint resolution, and ensure smooth functioning of sales operations.
• Manage expenses prudently by understanding needs, tracking budgets per Sales Manager, and ensuring commitments are obtained before spend allocation.
• Assign tasks based on team members’ strengths, evaluate business unit opportunities, and allocate appropriate targets.
• Recruit, develop, and train sales personnel to maximize their performance and ensure right staffing for productivity.
• Scrutinize business quality regularly and maintain healthy customer relationships through welcome calls and ongoing communication to ensure timely renewals and persistency of policies.
• Innovate and participate in activities aimed at lead generation to keep the sales pipeline active.
• Coach and mentor the team, delivering both on-the-job and formal training to enhance sales skills.

Challenges

This role demands effectively grooming the sales force to close leads by employing consultative, needs-based sales approaches. Consistent ideation and execution of customer acquisition strategies are required to keep the sales pipeline robust.

Work Relationships

• Internal collaboration includes daily coordination with support teams such as Training, HR, Customer Service, and Client Service for process, training, recruitment, and complaint handling.
• Frequent interaction with external vendors for lead generation and daily client/prospect engagement to manage business and service aspects.

Direct Reports

Direct reports are Sales Managers responsible for generating insurance business from their area, managing teams of 10 Direct Sales Executives, providing pre- and post-sales support, and ensuring consistent business growth on a quarterly basis.