Job Title : Branch manager - Variable Agency

Function : Sales and Marketing

Department : Sales - Agency

Reporting To : (Title) Regional Manager - Variable Agency

Superior's Superior : (Title) Head - Variable Agency

Unit : Aditya Birla Health Insurance Company Ltd

Location : Delhi,Lucknow

Business : Health Insurance

Date : January 2017

1) Job Purpose : 

The purpose of this job is ensure achievement of business targets and enhancement of profitability of the assigned area by providing effective leadership, planning resources, monitoring people performance & market changes & ensuring timely operations support to ensure smooth functioning.

It also includes distribution building, retail development and recruitment of Agency Partner and Advisors.

2) Dimensions :

What are the areas (in quantitative terms) the job has an impact on ?

Dimension Remarks : 

1. Manpower (Nos.) Around 12-15 APs It is continuous process of recruiting APs

2. Annualised Premium (in Cr) 40 - 50 lacs in Yr I

70- 90 lacs in Yr II

2cr - 2.5 cr. in Yr III

3. Area of Control Take care of the Branch

4. Activation 25%

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 Zone?

Key Challenges for the role :

- Building a robust variable distribution and high productivity network with high penetration leveraging on the Agency Partner model.

- Short gestation period to hire, develop and deliver the new business in the new vertical because of continuous business demands.

- Building involvement & engagement of the leader force that are not on the payrolls; is by itself a challenging & difficult prospect both from acquisition as well as activation perspective.

- Scarcity of skilled/right fit man power to fit the module of business.

- Managing expectations of high performers: high performers- expectation rises every year and to satisfy it through innovative means is a big challenge.

- Managing Attrition at the frontline due to competition

4) Principal Accountabilities : 

Accountability Supporting Actions : 

Ensure budget capacitization of APs to induct them to the business work flows : 

1. Hire qualified manpower of APs so that 100% FYP capacity of manpower is maintained & utilized at all times.

2. Assist & guide the APs in proper recruitment of Agency Partner and Advisors.

3. Monitor the status of the budgeted FYP capacity of APs vis-- -vis the actual strength on board on a regular basis.

4. Ensure that the KPIs & targets of APs are properly communicated & understood.

5. Ensuing that the goal sheet of the Agency Partner has properly been communicated and explained.

6. Carry out goal setting of each individual APs for the month, quarter & year.

7. Monitor & review the performance of APs on predefined parameters (GWP/NOP/Activisation /Recruitment) & take timely corrective actions

- Ensure training & development of the team to enhance performance :

1. Collaborate with the Sales Training team to ensure that workforce is timely trained on products & processes as per the training plan.

2. Ensuring attendance of trained advisor recruits in IRDA exams.

3. Conduct extensive training on recruitment and selling skills to enhance productivity of APs

- Achievement of Business Targets as set through and with the Team by meeting the functional goals set. 

1. Monitor the performance of the APs on the predefined parameters (GWP/NOP/Activization/Recruitment of mentors & advisors)

2. Ensure continuous acquisition of advisors by APs on a regular basis.

3. Ensure that communication on goal sheets, contests, payouts etc are rolled out to advisors by APs and same is understood by them as well.

4. Ensure through continual communication & reviews that majority of the work force achieves their goal sheets & moves up the career ladder.

5. Drive benchmarks & motivate mentors to achieve their goal sheet, seek promotion and earn incentives.

Track attrition : 

1. Monitor attrition of the sales team on a regular basis & ensure corrective actions are taken to arrest the same.

Identify business opportunities through market intelligence :

1. Gain market intelligence & put in place strategies to GWP potential market.

2. Ensure recruitment of advisors in the areas having unexploited potential

Relationship Management :

1. Partner with other departments of ABHI to ensure sales support.

2. Manage and resolve escalations.

Team Management :

1. Ensure through continuous on the job training, skill enhancement of team

2. Mentor, supervise and coach the team.

3. Provide for on the job as well as classroom training for skill enhancement

4. Ensure periodic job rotation to give a higher exposure to the team members on all aspects.

5) Job Purpose of Direct Reports

Agency Partners :

The purpose of this job is to recruit quality Advisors & support / train them to enable them procure insurance policies from the market, subsequently service the customers and make the branch a profit centre and to achieve annual business targets.

6) Relationships (If applicable)

- To plan & execute training programme

- To discuss the discrepancies

- To discuss exceptional cases

- To discuss client's complaints

- To discuss and resolve employee query/complain, Offer Letter, joining formalities, salary delay /discrepancy etc

- To reply to their queries etc

- Delay in reimbursement of bills/RW Extension etc

- External Frequency Nature

- Event Management Vendors

- Training Institutes Need Based

- Need Based To get the local event done

- To get the IRDA training done & quality is maintained

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