Job Description

:
1) Job Purpose
The purpose of this job is to manage a team of Agency Managers, ensure advisor recruitment as per plan, and assist the Branch Head to make the branch a profit centre and to achieve annual business targets.
2) Dimensions
What are the areas (in quantitative terms) the job has an impact on?
Dimension
Remarks
1.
Manpower (Nos.)
8 to 10 AMs
2.
Annualised Premium (in Cr)
50 Lac to 1.5 Cr
3.
Policies (Nos)
100 to 500
4.
Net Annualised Advisor Commission (NAAC) (in Cr)
10 Lac to 30 Lac
5.
Persistency
85%
13 month Rolling Premium Persistency
6.
Sales Progression
Maintain 30% of sales progression in the team
7.
Licensing
Create distribution as defined in the targets
3) Job Context & Major Challenges
(What are the specific aspects of the job that provide a challenge to the jobholder in the context of the Unit/Zone?
Key Challenges for the role -

• Unavailability of Quality Manpower in terms of Agency Managers and advisors, Retention of Quality Manpower
• Licensing of Advisors - Pass Percentage is very low, getting examination dates for Online Examination is very difficult.
• Fluctuating market condition
• 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).
• Infrastructure constraints
• Ensuring that business is carried out as per the compliance & regulatory environment

4) Principal Accountabilities
Accountability
Supporting Actions
Ensure performance of assigned Agency Managers with respect to recruitment of Advisors & achievement of business targets. * Recruit quality resource

• Ensure performance standards of recruitment , activisation , policies & premium are met by the assigned agency managers
• Maintain the profitability:

Of the advisor
Of the Branch. * Keep track on Advisors Contest and Clubs

• Keep track on various training needs.
• Sharing good sales practices.
• Provide support to AM by participating in sales/recruitment.
• Be responsible for the market conduct of the assigned agency managers and the advisors in their team
• Maintain the Sales Report on Introduction and Issued Business
• Develop the Agency Manager's (goal sheets).
• 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.

Manage persistency 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 persistency.

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. * Carrying out the business activities as per the compliance & regulatory environment.

• Ensure (by doing basic screening & basic sanity checks) the applications that healthy business is introduced in the system.
• Be responsible for the market conduct of the assigned agency managers and the advisors in their team

Manage administrative responsibilities of the branch in the absence of the Branch Head. * Assist the Branch Head in carrying out the branch administrative responsibilities / in the absence of Branch Head

• Monitor operational costs
• Facilitate in resolving any people or client related issues.

Team Management * Ensure through continuous on the job training, skill enhancement of team

• Mentor, supervise and coach the team.
• Provide for on the job as well as classroom training for skill enhancement
• Ensure periodic job rotation to give a higher exposure to the team members on all aspects.

6) Relationships (If Applicable)
Internal
Frequency
Nature
Support staff of branch
Operations
Accounts HO
Frequency: Daily
Need based
Need based
Nature: To manage branch related issues, MIS.
To manage policy, customer related issues
Commission pay out
External
Frequency
Frequency: Regular
Regular
Nature
Peers in competitor companies
Recruiting agencies
Nature: To gain market understanding
To ensure AM recruitment