Verified Job
Field Sales
ABM - Agency Sales - Vaishalinagar
Field Sales
#41122
Remote / WFH
Aditya Birla Capital
Job Description
Key Challenges for the role –
As the business is quite manpower intensive, hiring & retaining the right resources given the limited availability of quality talent and stiff competition is a stiff challenge
Delay in completion of business during month end as it involves the long process to issue the policy (starting from policy receipting, scanning, completing requirement, medical follow ups and finally the completion).
Since health business is purely retail, maintaining daily rhythms and adding value every day to engage FLS/advisors so that they do required inputs as per the sales process is a challenge.
Considering FLS quality and delivery timelines, coaching, handholding and developing a new FLS takes lot of time and energy.
Infrastructure constraints
Driving a balanced business growth in order to achieve the sales goals in alignment with mandated/desired market conduct and quality of business.
Recurrent changes in regulatory environment and consequently changed product portfolios requiring strategic & tactical changes in selling techniques/pitch
Managing expectations of high performers: high performers expectation rises every year and to satisfy it, by getting innovative ideas is a biggest challenge
Driving high rates of YOY renewals in turbulent market conditions
Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)
Key Result Areas
Supporting Actions
Ensure budgeted capacitation of FLS & achieve assigned business target by ensuring performance of assigned FLS with respect to recruitment of Advisors & achievement of business targets.
Recruit quality resource
Ensure performance standards of recruitment, activation, policies & premium are met by the assigned FLS
Maintain the profitability of the branch
Keep track on Advisors Contest and Clubs
Keep track on various training needs.
Sharing good sales practices.
Mentor, coach, and handhold FLS by observing and demonstrating sales/recruitment calls.
Maintain the Sales Report on Introduction and Issued Business
Create effective engagement interventions at the branch level to ensure high levels of activity & delivery
Conduct periodic reviews to monitor the key business levers and take corrective action where necessary
Carry out goal setting exercise with his team enabling the FLS team to deliver the expected productivity & subsequently leading the team to progress to next progression level.
Drive implementation of agency initiatives aimed at improving sales productivity across all FLS.
Ensure daily adherence of sales process by way of effective planning and review.
Ensuring sales progression of the FLS by reviewing and Motivating team for setting higher performance standards
Driving activities leading to maximum FLS incentive earning.
Ensure renewal targets are met and business health for the allotted branch so that functional goals are achieved.
Manage sales force attrition as per bench mark.
Maintain quality of business for better renewals.
Relationship Management (Internal & External) to drive performance.
Maintain healthy & cordial relation with team of Agency Managers as well as all concerned departments.
Maintain one to one contact with all advisors.
Ensure reaching of communication to the advisors of his team about new product, schemes, clubs, etc. (using FLS as key point of contact).
Visit top advisors in regular intervals.
Drive local sales promotion effort for to support team members in achieving business targets
Anticipate sales promotion opportunities in the area of operation and devise innovative promotional activity.
Driving various contests
Ensure Risk Management as per company policy.
Be responsible for the market conduct of the assigned agency managers and the advisors in their team
Carrying out the business activities as per the compliance & regulatory environment.
Ensure (by doing basic screening & basic sanity checks) the applications that healthy
Ensure compliance objectives and regulatory norms are achieved as per defined organizational guidelines.
Ensure communication of compliance norms to all concerned employees
Develop deviation metrics and take appropriate actions for deviations
Identify and develop a team of sales professionals for the branch
Coach and Develop team members
Build People capability
Develop a second line of leaders within the Branch FLS Team
As the business is quite manpower intensive, hiring & retaining the right resources given the limited availability of quality talent and stiff competition is a stiff challenge
Delay in completion of business during month end as it involves the long process to issue the policy (starting from policy receipting, scanning, completing requirement, medical follow ups and finally the completion).
Since health business is purely retail, maintaining daily rhythms and adding value every day to engage FLS/advisors so that they do required inputs as per the sales process is a challenge.
Considering FLS quality and delivery timelines, coaching, handholding and developing a new FLS takes lot of time and energy.
Infrastructure constraints
Driving a balanced business growth in order to achieve the sales goals in alignment with mandated/desired market conduct and quality of business.
Recurrent changes in regulatory environment and consequently changed product portfolios requiring strategic & tactical changes in selling techniques/pitch
Managing expectations of high performers: high performers expectation rises every year and to satisfy it, by getting innovative ideas is a biggest challenge
Driving high rates of YOY renewals in turbulent market conditions
Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)
Key Result Areas
Supporting Actions
Ensure budgeted capacitation of FLS & achieve assigned business target by ensuring performance of assigned FLS with respect to recruitment of Advisors & achievement of business targets.
Recruit quality resource
Ensure performance standards of recruitment, activation, policies & premium are met by the assigned FLS
Maintain the profitability of the branch
Keep track on Advisors Contest and Clubs
Keep track on various training needs.
Sharing good sales practices.
Mentor, coach, and handhold FLS by observing and demonstrating sales/recruitment calls.
Maintain the Sales Report on Introduction and Issued Business
Create effective engagement interventions at the branch level to ensure high levels of activity & delivery
Conduct periodic reviews to monitor the key business levers and take corrective action where necessary
Carry out goal setting exercise with his team enabling the FLS team to deliver the expected productivity & subsequently leading the team to progress to next progression level.
Drive implementation of agency initiatives aimed at improving sales productivity across all FLS.
Ensure daily adherence of sales process by way of effective planning and review.
Ensuring sales progression of the FLS by reviewing and Motivating team for setting higher performance standards
Driving activities leading to maximum FLS incentive earning.
Ensure renewal targets are met and business health for the allotted branch so that functional goals are achieved.
Manage sales force attrition as per bench mark.
Maintain quality of business for better renewals.
Relationship Management (Internal & External) to drive performance.
Maintain healthy & cordial relation with team of Agency Managers as well as all concerned departments.
Maintain one to one contact with all advisors.
Ensure reaching of communication to the advisors of his team about new product, schemes, clubs, etc. (using FLS as key point of contact).
Visit top advisors in regular intervals.
Drive local sales promotion effort for to support team members in achieving business targets
Anticipate sales promotion opportunities in the area of operation and devise innovative promotional activity.
Driving various contests
Ensure Risk Management as per company policy.
Be responsible for the market conduct of the assigned agency managers and the advisors in their team
Carrying out the business activities as per the compliance & regulatory environment.
Ensure (by doing basic screening & basic sanity checks) the applications that healthy
Ensure compliance objectives and regulatory norms are achieved as per defined organizational guidelines.
Ensure communication of compliance norms to all concerned employees
Develop deviation metrics and take appropriate actions for deviations
Identify and develop a team of sales professionals for the branch
Coach and Develop team members
Build People capability
Develop a second line of leaders within the Branch FLS Team
