Cluster Business Manager - Defence Channel - Insurance

Role Title: Cluster Business Manager - Defence Role

AVP- Defence Channel

Role Purpose (overall high level summary of the role)

The role is to create a team of outstanding sales executives and effectively lead, manage and coach them towards achieving sales targets in defence channel. The role is to liaise with defence staff and evaluate and act towards generating business by providing insurance solution to defence staff

Principal Accountabilities: Key activities and decision making areas

Typical Targets and Measures

Impact on the Business / Function [COMPLETE 3-4 AREAS]

- Plan daily goals both for the team as well as individually & work towards achieving them.

- Hiring of the Sales team.

- Managing sales in a result-focused environment.

- Making effective sales presentations and closing deals.

- Identifying potential customers and new business opportunities.

- Constantly liaising with other departments for smooth functioning.

- Maintaining own awareness of product in order to sell effectively.

- Identify competency gap and scheduling of refresher training.

- Maintaining daily, weekly & Monthly MIS

- Daily monitoring with all Teams (Relationship Managers) about yesterdays performance & today's targets.

- Premium per executive, per week

- Conversion rate,

- Product Mix

- Persistency,

- Retention of team

- and a high % of executives exceeding planned productivity standard

Customers / Stakeholders [COMPLETE 3-4 AREAS]

- Timely response to internal and external queries.

- Understands own role and how it relates to team and the final outcome of any endeavor.

Leadership & Teamwork [COMPLETE 3-4 AREAS]

- Lead, coach and motivate a team that collaborates effectively across functions in the Company to achieve desired results

- Creating an environment where people want to do great work by motivating staff, demonstrating teamwork by giving subordinates greater ownership and autonomy to deliver objectives and continuously upgrade team caliber

- To work effectively and consistently as part of a team

- To improve over all team performance

Operational Effectiveness & Control [COMPLETE 3-4 AREAS]

Major Challenges (The challenges inherent in the role that require a continual test of the role holder's abilities)

- Sales Target delivery

Role Context (The environment and operating conditions of the role including the extent of guidance and authority)

- Create a team of outstanding sales executives and effectively lead, manage and coach them towards achieving sales targets

- Plan daily goals both for the team as well as individually & work towards achieving them.

- Managing sales in a result-focused environment.

- Deliver sales numbers.

- Making effective sales presentations and closing deals.

- Identifying potential customers and new business opportunities.

- Constantly liaising with other departments for smooth functioning.

- Maintaining awareness of competition products in order to sell effectively.

- Identify competency gap and scheduling of refresher training for team.

- Maintaining daily, weekly & Monthly MIS

Management & Leadership of Regulatory, Compliance & Operational Risk (Operational Risk / Control requirements)

Report any operational risk or operational risk loss to the line manager and the Risk & Control team immediately if the jobholder becomes aware of emerging or inadequately controlled operational risk or identify an operational risk loss in accordance with Company's Risk policy.

Observation of Internal Controls (Compliance Policy / Control requirements)

Maintain and observe Company's internal control standards, implement and observe the Company's Compliance Policy, including the timely implementation of recommendations made by internal/external auditors and external regulators. Foster a compliance culture and implement the Compliance Policy by managing compliance risk and optimising relations with regulators

Role Dimensions (e.g. Revenue targets etc. in INR'000)

- Target lined to FOS productivity.

Headcount reporting to this role

(All staff in the dept/section, including direct & indirect subordinates. Do not include dotted/functional reportees headcount here.)

Direct: 6-8

Indirect: 0 Total: 6-8

Dotted/functional reportees to this role, if any (state title of the job):

Knowledge & Experience / Qualifications (For the role - not the role holder. Minimum requirements of the role.)

University (BA) or (BS) 0 C. Post Graduate (Masters)

Organizational Chart (Insert or attach the high level organization chart of the department plus the detailed sectional organization chart showing where this job sits in the overall structure, its reporting line, its peers and subordinates, if any, bearing job title and job code.)