AVP/General Manager/Head - Business & Competency Development - Insurance

Position Summary

The incumbent will handle the following functions as Head of Business and Competency Development:

1. Advisor coding and development

2. Sales Force Competency Development

3. Product Training and driving product mix in collaboration with the product team

4. Content Development and Training Automation

5. Technology for training, assessment and sales development

6. Brand Activity Management

Key Accountabilities (A collection of duties and/or responsibilities assigned)

1. Advisor Coding and Development:

a. To empanel competent Consultant Trainers

b. To train newly receipted advisor candidates

c. To ensure advisor candidates clear the IC 38 pre-licensing examination

2. Sales Force Competency Development:

a. To conduct induction training for all new sales personnel - Sales Manager, Branch Managers, Channel Development Manager & Deputy Channel Development Managers

b. To conceptualize and roll out a training roadmap across the lifecycle of a sales team resource with in the organization

c. To train sales resources on new product offerings including product positioning and pitching

d. To work with HR and create competency frameworks for high performers 25%

3. Product Training and Driving Product Mix: Working with the product team to -

a. Drive Median Premium

b. Increase understanding and sales of combo products

c. Increase understanding and sales of ULIPs

d. Implement segmented product training based on vintage 20%

4. Content Development and Training Automation:

a. To develop and roll out training content for induction programs

b. To create training decks for important organizational initiatives

c. To create and build on e-learning library for products and process

d. To run mailer series on important initiatives for the organization

e. To create and roll out mobile learning content

f. To create and roll out skill-building and behavioral training programs

g. To update content periodically or as and when changes are implemented by the organization, on My Connect 10%

5. Technology for training, assessment and sales development

a. To upload training programs on internal Systems

b. To run assessments through TMS and ensure completion by all eligible teams across the country

c. To drive activity recording and tracking through internal Systems

d. To distribute leads for sales generation through Lead Management System and run programs for driving sales conversions

e. To ensure efficient running of systems - LMS, My Workways and TMS

f. To generate reports as and when required for business planning and forecasting 10%

6. Brand Activity Management

a. Creating and rolling out of activities for lead generation

b. Assisting sales teams in running activities

c. Supporting activities with branding collaterals 10%

Personal Attributes & Competencies

- Domain knowledge on handling a training function

- Working knowledge of products in the BFSI Sector

- Working knowledge of Competition products

- Stand-up Training Delivery

- Cross-functional collaboration

- People Management and development

- Coaching / Mentoring Skills

- Excellent Communication Skills

- Influencing Skills

- Project and Time Management

Performance Measures (The quantitative measures of the job's overall responsibility)

- Ensuring high advisor receipting to coding ratio

- Ensuring adequate training coverage of all eligible sales teams across the country

- Building sales management competency with the Human Resources team

- Working with the product team to drive new product uptake and help maintain desired organizational product mix

- Ensuring creation, roll out and maintenance of content library for product, process, skill-building and behavioral programs with focus on e-learning and mobile learning

- Utilizing technology effectively for activity management, assessment and driving conversions

- Driving usage of brand activities to increase lead generation and conversions

PERSON PROFILE (for the Ideal candidate)

Base Location Head Office

Age (Min to Max) 35 - 40

Experience (Min to Max) - 15 years

Industry Preference (Insurance, Telecom, BFSI) Insurance / Banking/ NBFCs / Channel Distribution roles in FMCG

% Travel Required in this Position ~ 5 days in a month