Area Sales Head Job in PAN India at Policybazaar

Education/Qualification:

Graduation Degree;

• MBA in Marketing/Sales/Operations will be preferred
• Experience: Should have minimum 4 years of experience of working in a General Insurance Company, Corporate Agency, Insurance brokers, etc. with minimum 1 year of experience of managing a team of 5-10 people.

Skills:

• Should have good analytical and problem solving skills
• High degree of credibility and excellent inter-personal skills.
• Flexibility and Adaptability to work with technology.
• Should have Industry understanding and competitive awareness
• Well versed with MS Office

Job Responsibilities

Area Sales planning

• Analyze the growth potential, past performance trends and market intelligence for the assigned area and propose sales target to the central team for setting of Monthly Targets.
• Create RM wise monthly targets based on the RM vintage, Partner quality, past performance and expected growth, etc.
• Devise month wise strategy with the team and analyze key challenges/opportunities; propose steps for leveraging the available resources in the best possible manner to drive the sales targets
• Analyze, review and communicate the breakdown of overall area’s target to the last level in the team

Area Sales Review

• Set up review mechanism on set frequencies; Monitor sales achievements and key metrics against set targets for the area on a daily / weekly / monthly basis
• Visit the RM locations, engage with the sales team, understand their challenges / issues and propose effective solutions
• Analyze reasons for under performance / high performance, address issues causing under performance and identify areas of improvement; Enable sharing of learning across the team
• Identify and analyze opportunities and guide team to drive sales closure; Provide guidance in addressing difficult / critical aspects of sales closure
• Evaluate portfolio and its profitability to enable sharper focus on desired product mix for the area; Share insights with the team and superior; Track and drive desired product mix
• Constantly analyze trends and forecast events in case of deviations from planned, if any and share the information with the superior on a timely basis
• Participate in weekly sales reviews with the superior to provide overview of performance of the area; Review deviations, highlight issues impeding performance and seek course correction inputs

Stakeholder Management

• Engage with partners with repeat business / large business potential to retain and grow their business, and support RMs in closure of difficult prospects by sharing new products and features with such prospects
• Ensure all team members are registering requisite sales call / meetings & monitor quality of sales meetings registered & share feedback with team members.
• Analyse performance of team members in various LOB’s and enable development of product portfolios for them accordingly to ensure maximization of lead/ revenue generated by each team member.
• Provide inputs to central teams in designing and driving campaigns/ programs for team members to develop and enhance their sales capabilities
• Coordinate with other internal functions like Operations/BU/BD for smooth resolution of issues and seeking approvals for exceptions
• Provide input to BU in design of new products, revisions required in existing products basis feedback from Channel Partners (based on their market understanding) and migration to online policy issuance

Team Development

• Establish individual performance expectations and evaluation metrics, and regularly review individual performance
• Share information regarding business and key developments with the team proactively; guide them in utilizing their skills in the best possible manner
• Enable training needs identification and ensure periodic trainings for all stakeholders – team members, agents etc. to ensure everyone is up to date with product and process advancements.
• Identify and create development opportunities for team members to enhance functional knowledge.

Policybazaar was founded in 2008 with one objective: bringing transparency in insurance. The founders wanted to reimagine insurance, so they started by simplifying all the information around plans, ending the rampant mis-selling, and preventing policy lapses.