. Responsible for achieving business targets for the branch through building a sustainable and productive distribution force.
. Managing costs for the branch, smooth business functioning, and successful implementation of various tactical and strategic business initiatives as other key responsibilities.
. Effective management of sales managers in the office leading to creation of a cohesive business unit along with other functional representatives in the branch to create a robust and successful business unit.
Geographic Area Covered
1.Executive / Assistant / Business Associates Managers
2.Agency Sales Training
Key Result Areas :
Strategic Business Development : . Identify potential catchments areas and develop distribution in them
. Build Distribution through NLA and Sales Leaders
Business Development : . Drive recruitment of DPBAs through the BAMs / LHs / CHs
. Drive recruitment initiatives through activities and through BAs / internal PBAs / DPBAs
. Drive Growth in Distribution through NAAFs, NLAs and New BAs
. Drive Growth in Business through Submitted FP, Issued FP, and A&H contribution
. Drive growth in business through Agent Activity, Case Size and Case Rate of the branches individually and the Region as a whole
Team Management :
. Coach, Train and support the reporting Managers
. Monitor and review their performance
. Lead by example in all spheres and direction setting
. Review and track the growth of managers to ensure that they achieve their individual budget
. Maintain utmost levels of responsiveness to requirements from the Regional / Zonal / National Head
Ensure Compliance :
. Ensure compliance to internal sales process & other compliance standards
MIS & Reporting :
. Maintain required trackers & reports to be submitted to various stakeholders
. Participate in risk mitigation plans, contingency planning, business continuity programs by executing and reporting within defined timelines.
Highlight and recommend process gaps, flaws and process changes.
Skills Required Technical :
. Product/Subject matter expertise
. Team Management skills
. Mentoring skills
. Business perspective & planning
. Performance Management skills
. Finance / Insurance industry awareness
. Interviewing skills
. Self management
. Problem solving skills
. Peer level co-ordination and influencing skills
Business Acumen and Strategic Orientation(Ability to align with the organization's vision with a fair understanding of the insurance industry, regulations, financial markets and the agency business model in order to deliver profitable and sustainable business growth.)
Reviews and works towards productivity enhancement of the Business Associate Manager. Has an in-depth understanding of one's own and team goals and drives the team to achieve the desired targets. Demonstrates a good understanding and focuses on the profitability and viability of the branch. Ensures and actively monitors the involvement of the branch employees in Choreography. Has an in-depth understanding of BA model, BA compensation and Agent commission.
Building and Managing Relationships(The capability to initiate, nurture, maintain and manage business relationships with various stakeholders (internal and external) to achieve the desirable outcomes)
Directly conveys own thoughts on how things should be done and ensures subordinates feel comfortable to share their views. Shares relevant ideas/ information/views openly and directly and assumes different roles in a team to enable team performance. Effectively communicates and cascades various business initiatives to downline in order to drive business results. Sets boundaries for subordinates within which they decide the best course of action to meet customer needs. Builds and maintains effective relationships with high performing and capable distributors for business growth. Networks across geography and channels to expand distribution.
People Development(Focus on identifying, developing, recognizing high potentials and building the leadership pipeline in order to help individuals, teams and the distribution, maximize their potential to achieve the business goals)
Gives team members opportunities to practice new skills and capabilities. Coaches based on developmental need of self, individuals and distribution. Is constantly in touch with team and distribution and effectively cascades key business highlights. Works to provide supportive environment by securing necessary resources and removing blocks to effective working. Is able to adapt person -specific approach while dealing with various team members. Encourages recognition and rewards based on meritocracy and achievements.
Dealing with Ambiguity(Can effectively cope with change and shift gears when required with the ability to decide and act comfortably handles risk and uncertainty)
Understands, accepts and supports change at one's own level. Identifies key aspects of the issue and seeks clarification from superiors. Handles most pressure situations and problems with a sense of urgency for task completion. Applies conflict resolution skills to de-escalate, defuse, and/or resolve differences.
Seeks details of possible changes and estimates the impact in one's own function / area of work. Conceptualizes, plans and implements change at one's own activity level. Handles pressure situations and problems appropriately and is able to prioritize issues. Persuasive and clear presentation of ideas to convince others and to gain acceptance of proposals/ plans. Aligns oneself to the changing business environment and communicates plan of action.
Innovation(The willingness and ability to take a creative approach to problems or issues, to 'think outside the box', to go beyond the conventional, and to explore creative uses of resources (e.g., doing more with less). It involves the ability to develop, adopt and apply new and unique approaches and ideas with clear impact on improving business outcomes by leveraging technology)
Questions/challenges conventional approaches and/or current thinking. Uses new information to offer realistic alternatives. Is prepared to 'try out' different solutions in a way that maintains a safe environment. Actively contributes to brainstorming sessions in his/her work area. Works with peers or colleagues to test the viability of a new approach before applying it.
Drive for Results and Agility(Building an achievement orientation, with extraordinary levels of energy and efforts while being accountable for one's actions and decisions in an agile environment)
Reviews performance against goals and takes effective action to achieve them. Synergizes high performance oriented systems and processes to yield the desired results with agility. Sets clear expectations with the team to deliver performance oriented goals. Takes responsibility of one's own and teams decisions and actions. Communicates consistently with the team members and motivates team members for target achievement.