Regional Head - Sales - Defence Segment - Life Insurance

Position Summary:

Achieve targeted business results in Defence segment through effective translation of the business strategy into Regional Plans in line with Channel's yearly plan. Provide leadership, motivation and support to the Office Heads towards raising performance standards, and be a valuable resource to the Company.

Key Responsibilities

1. Deliverables:

1.1 Plan and evaluate the effectiveness of Region's Operation Plans with specific focus towards product availability, distribution and activity management within Defence network.

1.2 Facilitate the business planning and implementation process for each branch towards the business in Defence establishments/ battalions

1.3 Effective leadership for Branch Managers/ Office Heads

1.4 Ensure cost efficiency in all aspects with specific focus towards Officer Prahri and SM hiring and optimize cost of recruitment

2. Business Results:

2.1 Monitor and evaluate achievement of Branch sales against Targets month on month.

2.2 Ensure the Defence contribution of Business (sourced from Army/Navy/Air Force/Paramilitary/Police) is 70% on the overall NOP target YTD.

3. Process:

3.1 Streamlining and development of processes to ensure smooth management

3.2 Optimize cost across your business

3.3 Ensure effective use of different training modules and selling skills program for the OH- s, SM's & Sr. Consultant BD- s

4. Resource Management:

4.1 Operational Cost Management

- Ensure cost efficiency in all aspects of all operations of the respective branches including fixed costs.

- Drive efficiencies in onward distribution expenses and in branch support expenditure

- Support the Company's Retail Strategy Plan.

4.2 Relationship Management- Internal

- For overall operational effectiveness, partner/ influence with support functions namely HR, Operations & Training.

4.3 People Development

- Enable superlative performance standards through alignment of the team with the organization's objects.

- Ensure clear communication of the overall strategies and drive ownership on all tasks expected to be performed by the Branch team Develop Competencies of the team.

- Ensure implementation of the Development plans.

5. Customer Relationship Management- External:

5.1 Actively network and build relationships in the defence establishments/ cantonments

5.2 Review of selling arrangements and quality of sales advice and after sales engagement

5.3 Ensure adequate focus to the business

6. Code of Conduct and Compliance of all Regulatory norms:

6.1 Ensure adherence of code of conduct by the entire Team in respective branches

6.2 Confirmation to all financial and administrative systems.

6.3 Ensure Compliance to all statutory & regulatory norms.

6.4 Ensure compliance with all the Branch norms set by DPLI.

Job Specifications:

Qualifications: Graduate/ Post Graduate - MBA (preferred)

Work Experience

i. Min 10 - 16 yrs of work experience with team handling experience of 5 - 6 years

ii. Experience of sales to Defense is a preferable.

Preference shall be given to incumbents with Insurance / Financial sales experience preferably from Indian Armed Forces.

Key Core/ Behavioral Competencies :

Strategic Leadership :

- Aligns team & Fostering Teamwork: setting direction and guiding and motivating a group to accomplish common goals. Takes personal responsibility for leading the organization into the future.

- Development of team and subordinates: Ability to maximize potential of others through developmental and training activities. Significantly contributes to long term organizational capability by building superior processes of hiring, developing and retaining a quality workforce

Drive for result :

- Result orientation

- Adaptability

- Customer Focus Most Important in terms of understanding of the target segment (Defence services at all levels)

- Communication