Regional Sales Head - Insurance - West

Purpose of the Job:

Regional Sales Head is responsible for building the client's business in the region and driving the achievement of the sales targets for the region, along with a team of sales managers. RSH is responsible for formulating the regional sales strategy, driving its implementation and developing and leading an energic and achievement-oriented sales team in the region. Identifying business opportunities, customer connect and relationship building, driving implementation of sales processes and established norms, and working strategically as well as tactically to generate business and increase revenues in the region is core to the role.

Roles & Responsibilities:

Build the Business in the Region

- Own and take accountability for the P&L in the region and be responsible for growing the revenue and client size for the region

- Prepare detailed sales plan for the region in line with the overall sales plan, disseminate the same to the Sales Managers

- Continuously review information shared by the sales managers, brokers and agents on market potential in the region, competition activities, volume and strategies and incorporate the same in sales plans for the region.

- Work with the Sales Head and industry partners to develop and grow the business continuously

- Ensure effective manpower planning for the region and work with HR to ensure appropriate staffing levels

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

Ensure achievement of sales target by driving sales in the region

- Develop initiatives to increase sales, customer base and enhance client's image in the region and oversee their execution.

- Continuously monitor and track sales and business performance at the region and drive performance culture to ensure that all branches in the region deliver on the targets.

- Develop, maintain and nurture long term relationships with key Corporates, brokers, influencers in the region to generate new business and to solicit referrals. Ensure active lead generation, lead management and sales

- Act as a key contact for large accounts.

- Regularly interact with CS to understand customer experience, requirements and expectations and incorporate the insights to improve sales processes and sales plans

- Provide counsel, guidance and support to Sales Managers in driving closures, handling clients, handling escalations or customer issues, etc.

Be responsible for the driving discipline in implementation of the sales processes in the region

- Ensure conformance to set sales processes and policies at the regional level and ensure all statutory compliances and SoPs are adhered to

- Advise sales managers in resolving day to day operational issues and drive continuous improvements

- Implement changes that arise on account of audit results / non-compliance

- Coordinate internally with other departments like Operations, Customer Service, etc. to enhance customer connect and facilitate the sales process

Drive, motivate and manage sales team

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

- Drive achievement of sales and cross-sell targets in the region by conducting regular team reviews and meetings to review performance, sales operations and also to address issues or escalations

- Establish and maintain strong performance driven culture among the Sales team. Effectively train/ motivate/ manage non-performers. Conduct performance reviews for the team and provide developmental feedback to them

Requirements:

- 10 - 12 years of relevant experience

- Strong experience in leading sales teams

- Tenacity and drive to seek new business and meet or exceed targets

- Strong networking and relationship management skills

- Strong written and verbal communication skills - needed for communicating with a range of people, both internally and externally, as well as presentation skills

- Ability to think strategically, and plan for long term

- Ability to analyze sales figures and take action based on insights drawn