Is responsible for managing, developing & supervising the team with a key focus on Service to sales through relationship management, sales productivity-per-executive, thereby achieving sales & service targets. Also has the flexibility to increase productivity and meet targets through self sourced business from HNI clientele
KEY RESPONSIBILITIES
Service through relationship management
Identify, interview and select sales executives with support from HR.
To meet the following productivity measures for the unit: Premium per executive, case rate, persistency, retention and a high % of executives exceeding planned productivity standards
Exceed revenue targets
Undertake joint field work with executives and observe/demonstrate successful selling skills
Conduct Fortnightly performance review (PRP) with executives
Help executives use the GOLD system for maximizing business from a given target market
Supervise daily activity plan of all executives to ensure that these are being fulfilled as per the desired levels
Ensure that all executives under supervision perform 100% as per the company’s rules and regulations wrt. Need based selling, Compliance and Customer service
Effectively manage, track and convert leads provided by the in-house telemarketing unit.
Engage with customers to provide quick response to customer queries, provide customer service.
Assist in Direct customer service policyholder’s complaint resolution.
Ensure retention of in his allocated book of relations.
Educate team/ prospects about MLI products vis-à-vis products of competition to enable them in taking appropriate decisions
Sales
Focus on cross-sell & up-sell opportunity through self sourcing
Ensure successful completion of licensing as per MLI standards
Measures of Success
Target Achievements (Adj. AFYP, NOP, % Penetration in assigned book of relations of team & Product Mix)
Team G3 standard productivity (mainly case rate, case size & Collections) and % of executives consistently achieving G3 standards.
Retention of Team
Persistency of Portfolio
Process Compliance
Timeliness & accuracy of reports
% Collection (Plan Vs Actual)
Complaint Resolution /Customer satisfaction
Self Development through certifications/trainings etc
Key Relationships (Internal /External)
Internal – HR/Trainers/Supervisors/Peers
External- Customers
Key competencies/skills required
Familiarity with the local market
Ability to supervise, develop & motivate team.
Result Orientation & adaptability to change
Leadership ability
Disciplined, structured & process driven
MS Office
Desired qualification and experience
Graduate preferably with an MBA degree
Prior experience in team handling role
Min experience of 5 yrs
Preferably 25-30 years of age
Org Chart
Channel Head àZonal Vice President à Asst Vice President à Regional Relationship Manager à Terriroty Manager à Branch Relationship Manager
Job Description
Position
Branch Relationship Manager
Incumbent
1
Department
Customer Advisory Team
Function
CAT Sales
Reporting to
Territory Manager/Regional Relationship Manager
Band
4A
Location
Goa & Nashik
Team size (D/I)
D
JOB SUMMARY
Is responsible for managing, developing & supervising the team with a key focus on Service to sales through relationship management, sales productivity-per-executive, thereby achieving sales & service targets. Also has the flexibility to increase productivity and meet targets through self sourced business from HNI clientele
KEY RESPONSIBILITIES
Service through relationship management
Identify, interview and select sales executives with support from HR.
To meet the following productivity measures for the unit: Premium per executive, case rate, persistency, retention and a high % of executives exceeding planned productivity standards
Exceed revenue targets
Undertake joint field work with executives and observe/demonstrate successful selling skills
Conduct Fortnightly performance review (PRP) with executives
Help executives use the GOLD system for maximizing business from a given target market
Supervise daily activity plan of all executives to ensure that these are being fulfilled as per the desired levels
Ensure that all executives under supervision perform 100% as per the company’s rules and regulations wrt. Need based selling, Compliance and Customer service
Effectively manage, track and convert leads provided by the in-house telemarketing unit.
Engage with customers to provide quick response to customer queries, provide customer service.
Assist in Direct customer service policyholder’s complaint resolution.
Ensure retention of in his allocated book of relations.
Educate team/ prospects about MLI products vis-à-vis products of competition to enable them in taking appropriate decisions
Sales
Focus on cross-sell & up-sell opportunity through self sourcing
Ensure successful completion of licensing as per MLI standards
Measures of Success
Target Achievements (Adj. AFYP, NOP, % Penetration in assigned book of relations of team & Product Mix)
Team G3 standard productivity (mainly case rate, case size & Collections) and % of executives consistently achieving G3 standards.
Retention of Team
Persistency of Portfolio
Process Compliance
Timeliness & accuracy of reports
% Collection (Plan Vs Actual)
Complaint Resolution /Customer satisfaction
Self Development through certifications/trainings etc
Key Relationships (Internal /External)
Internal – HR/Trainers/Supervisors/Peers
External- Customers
Key competencies/skills required
Familiarity with the local market
Ability to supervise, develop & motivate team.
Result Orientation & adaptability to change
Leadership ability
Disciplined, structured & process driven
MS Office
Desired qualification and experience
Graduate preferably with an MBA degree
Prior experience in team handling role
Min experience of 5 yrs
Preferably 25-30 years of age
Org Chart
Channel Head àZonal Vice President à Asst Vice President à Regional Relationship Manager à Terriroty Manager à Branch Relationship Manager
