Sales Manager Sourcing at Aditya Birla Capital in Bangalore

Role Overview

The Sales Manager Sourcing will be responsible for generating insurance business from designated Relationship or Channel Partners within a specified area or zone. The key objective is to persuade these partners to encourage their customers to invest in Birla Sunlife Insurance products. The role requires managing all pre- and post-sales support and services for both partners and clients, backed by a dedicated team. In addition to meeting set targets, the role demands consistent business growth on a quarterly basis.

Work Context and Challenges

This position involves close coordination with multiple bank branch heads, specifically aligning with the HDFC branch banking model under an open architecture setup. Significant challenges include navigating market volatility due to the predominant sale of unit-linked policies, balancing process adherence with the diverse expectations of channel partners, and ensuring priority alignment with HDFC branches that may have their own objectives.

Key Responsibilities

• Achieve premium and revenue targets to support the company’s growth, maintaining continuous engagement with multiple channel partners and key decision makers, sharing information with Regional and Zonal Heads, and innovating branch activities to enhance customer reach.
• Ensure smooth sales and operational processes including timely communication of process or regulation changes through training modules; overseeing sales calls, issuance, and complaint handling to avoid disruptions.
• Manage relationships at all hierarchical levels within the bank, equipped with deep knowledge of insurance and banking products, aiming at delivering superior service and outcomes.
• Identify and implement new business opportunities within allocated areas or partner relationships to maximize productivity and top-line growth; focus on activating customer cases through reviews and maintaining a product mix of approximately 50% traditional insurance, 40% ULIP, and 10% term insurance.
• Regularly monitor business quality and provide updates to leadership; interact with customers through welcome calls to foster engagement.
• Achieve persistency targets according to company standards by maintaining timely renewals through customer communication and query resolution.

Additional Information

Key focus includes activating at least 40% of cases with a 50,000 average ticket size and generating 15% more business than Tata benchmarks. The role also requires identifying training needs for both internal and channel partner teams and contributing insights for new products and sales strategies based on channel requirements.