National Head - Sales - Insurance

Position - National Head Sales

Location - Bangalore / Mumbai / Hyderabad

Reporting to - Chief - BD, Product & network

Job Purpose:

The role holder is responsible for leading the sales vertical and work closely with the Head BD, Product and Network in developing the Sales strategy, implementing the same, creating operational & tactical sales plans and providing leadership to the regional sales teams. Customer reach & connect, lead generation, business growth & expansion and effective customer relationship management are core to the role.

The role holder has direct accountability for achieving the sales targets as per the business plan.

Job Responsibility:

Sales Strategy and Planning:

- Under the guidance of Chief - BD, Product and Network, be responsible for developing and delivering a sales strategy in line with business objectives that will promote sales growth and customer satisfaction for the organization

- Develop and implement standard sales operating practices and monitoring techniques in conjunction with direct reports

- Scan the environment to understand competitors- activities, demand supply scenario, regulatory issues to formulate strategies for increasing market share.

- Continuously benchmark for best practices and keep the leadership team informed of market practice, share competitor intelligence and share critical insights that may impact the direction of the long-term business strategy / growth plans

Sales Delivery

- Be responsible for achievement of assigned targets for profitable sales volume, market share, and other key financial performance objectives.

- Provide leadership to the sales teams in developing, implementing and managing regional tactical plans in line with the sales plan and business objectives

- Ensure effective sales organization design, including sales job roles, regional structures & activities, sales channel design, and sales resource deployment

- Drive lead generation activities for b2b and b2b2c sales as per business plans.

- Analyse marketing / sales enquiries / leads received from various sources and be disseminate them to the regional teams. Oversee to ensure business conversion

- Directly lead new business meetings with high value / critical clients and draw support from the teams as required

- Support the regional sales teams in effectively selling solutions through mature dialogue with senior client executives

Relationship Management

- Build strategic relationships with key brokers, agents, influencers, etc. towards improving our market share and sales performance

- Develop, maintain and nurture long term relationships with top accounts and key client decision-makers.

- Regularly interact with key clients to understand first hand their experience, requirements and expectations and share feedback with internal teams.

- Guide the team in effective client management and ensure best-in-class customer service

- Ensure clients are kept updated on any new service offerings or processes

Sales Analytics and Reporting

- Regularly review sales performance of the teams to identify deviations from the sales execution plan, recommend solutions and if required make appropriate changes in the plan

- Ensure preparation of various dashboards and generation of performance reports on various aspects of sales performance .

- Perform a variety of analysis to aid business planning, and business improvement, and share reports with the senior management

Team Management :

- Set clear expectations by communicating functional objectives, SOPs, guidelines and TATs to team members.

- Review performance of team members and provide on-going feedback

- Train the team on operational procedures, investigation techniques, case studies on fraudulent claims and specifications for various channels; Provide guidance to team on specific cases, queries and escalations

Job Requirement:

- Education - MBA in sales & marketing

- 10 - 12 years of relevant experience

- Strong experience in leading regional sales teams

- Strong analytical and quantitative skills; ability to use hard data and metrics to back up assumptions, recommendations, and drive actions.

- Strong leadership and team building skills

- Strong networking and relationship management skills

- Strong Communication Skills