TATA AIA - State Head - Insurance Sales

State Head - Axis Bank Branch Banking

- To drive wallet Share in the allocated geography with focus product mix and channel profitability.

- To manage sales and business objective of the zone/ cluster, meeting or exceeding key targets

- To ensure achievement of sales targets, optimal market coverage, realize any market segment objectives and ensure optimal market penetration in any specified segments.

- To plan resource allocation and be responsible for financial viability of the zone.

- To effectively lead and manage his sales team by providing them with ongoing coaching

- To ensure that the sale behavior, sales ethics and sales practices of the sales team comply with company standards and regulations

- To closely work with the channel head to design sales strategies and initiatives that will cause improvement of sales performance across business.

B Organizational Relationships

Reports To Zonal Business Head

Supervises Area Managers / Cluster Area Manager

C Job Dimensions:

Geographic Area Covered Zone/ Cluster

Internal Stakeholders Training

Product Management

Branch Operations

Legal & Compliance

Distribution Operations

External Channel Partner



D Key Result Areas

The role is to deliver sales growth in the banc-assurance space involving in key markets managed by the job holder.



- Involves, managing all aspects of Sales & Distribution; delivering on sales numbers, wallet share and profitability as agreed

- Exceed customer expectations (both for the distributor & end customer) and service standards

- Implement business strategies to maximize profitability of Choice and provide guidance to the channel to build sustainable insurance sales models in the regions

- Needs to drive the company's sales strategy through State Managers/ Cluster Area Managers across designated region under purview, by translating the strategic plan into specific actionable

- Ensure all business expenses and employee costs are within budgets as approved by the Board and in line with the desired Cost Income ratios for the region

- Needs to constantly source, develop and grow distributor relationships in a highly competitive market.

These Markets & Distributors are under different stages of development with different customer expectations and hence, it is critical to develop & implement creative and innovative local/regional level business development initiatives to support sales growth.

Organization Process Key Contributions:

- Strategic Business Development - The role holder will lead the Zone sales growth in AXIS bank relationship and shall be assigned the Zone Targets for the bank.

- He shall have the overall responsibility for planning and establishing the Zonal sales team to support the partnerships distribution strategy and for leading the zone sales planning and implementation of that strategy.

- It involves, managing all aspects of Sales & Distribution; delivering on sales numbers as per rolled out plan; exceed customer expectations (both for the partner & end customer) and service standards; implement business strategies to maximize profitability and provide guidance to the channel to build sustainable insurance sales models in the Zone.

- The job holder needs to drive the company's sales strategy through State Managers/Cluster Area Managers by translating the strategic plan into specific actionable in alignment with channel head's direction.

- Ensure all business expenses and employee costs are within budgets as approved by the Board and in line with the desired Cost Income ratios for the region.

- The job holder needs to constantly source, develop and grow channels relationships in a highly competitive market.

- Business Development - Achieve pre-set business targets on ANP, case count, active branch, active sales staff and various KPIs for the Zone for Branch Banking

- To achieve branch & SP/RM Activation Targets

- Ability to set high standards for self.

Continuously improve own performance and meet or exceed objectives

- Provide support to State Managers/ Cluster Area Managers

- To establish and build up solid healthy relationship and rapport with the senior management of the allocated Bank Branches to generate sales and achieve targets

- To Plan sales structures, recruitment and training requirements

- To establish appropriate systems and processes at the Zonal level

- To develop, agree and implement short term and long term plans to achieve sales volumes and desired product mix as set out in the business plans and financial models of the Bank partner

Team Management - Monitor the sales momentum on sales staff and branch level.

Provide targeted coaching to uplift sales productivity.

- Conduct regular reviews of the Sales Teams and design their Development Plans accordingly

- Lead by example in all spheres and direction setting

- Review and track the growth of managers to ensure that they achieve their individual budget

- Maintain utmost levels of responsiveness to requirements from Channel Partner and National Branch Banking Head

- To develop and operate cost effective yet motivating reward and remuneration structures for sales personnel

- To ensure high levels of retention, productivity and persistency

- Develops networks and builds alliances with wide range of stakeholders to facilitate "win-win" situations

- Leveraging existing relationships well and is mature in creating strong personal rapport and build long lasting relationship

Ensure Compliance - Ensure compliance to internal sales process & other compliance standards

- Should be process & product champion who can share best practices & knowledge within the team

- Ensures adherence to policies and procedures to cultivate a compliance culture in the team

- 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 optimizing relations with regulators

MIS & Reporting - Maintain required trackers & reports to be submitted to various stakeholders

- Conduct Business Analytics and take corrective measures

Risk - 'Own-up' the risk of the function by developing a risk aware culture through participation in measurement, analysis and mitigation of risks associated with the respective function.

This includes development of risk response processes, participation in contingency and business continuity programs and reporting of emerging risks with potential impacts.

Also respond to risks highlighted by employees through formal / informal mechanisms and advice on various risk management issues within the organization and provide feedback.

Participate in implementing risk mitigation plan through optimum resource allocation, monitoring and reporting on status.

E Skills Required:

Technical - Product/Subject matter expertise

- Team Management skills

- Mentoring skills

- Business perspective & planning

- Performance Management skills

- Finance / Insurance industry awareness

- Interviewing skills

- Self management

- Problem solving skills

- Peer level co-ordination and influencing skills

Essential Desired - Qualification PG/ MBA

Experience - 12 - 15 Sales years Life Insurance Background