Achieve business results in Defense segment through effective translation of the business strategy into collated Branch Plans. Provide leadership and motivation to the Defense Sales team towards raising performance standards, and be a valuable resource to the Company.
A. Responsibilities:
1. Key Deliverables:
- Facilitate creation of effective distribution of Officer Param and LA as per yearly goal sheet.
- Maintain Month on Month Target Vs Achievement at a minimum of 100%
- Facilitate and maintain the complete SM module at any given point.
- Ensure that a minimum of 50% of total SM force is aligned for promotion and career Development at the end of CY.
- Ensure cost efficiency in all aspects with specific focus towards Officer Param and SM hiring and optimize the cost of recruitment.
B. Business Results:
- Ensuring alignment of business volume as per spread of the cantonment and SM module and thus maintain a SM Man month productivity of Rs 2 Lakhs APE.
- Monitor and evaluate achievement of sales against expectation for each sales manager.
- Ensure the Defence contribution of Business (sourced from Paramilitary/Police) is 90% on the overall NOP target YTD.
- Ensure a conduct of a minimum 4 sales seminar presentations in the cantonment/specified units per month.
- Ensure effective use of different training modules and selling skills program for both SM and distributor force in alignment with training team.
C. Customer Relationship Management- External:
- Actively network and build relationships in the defense establishments/ cantonments.
- Review of sales process followed and quality of sales advice and after sales engagement.
D. Qualifications
Graduate/ Postgraduate - MBA, sales and Marketing (preferred)
2. Experience:
- AUH - 4-5 years of experience in insurance industry, preferably from defense background. Should have experience of leading a team of result oriented sales managers.
- UH - 7-14 years of experience in insurance industry, preferably from defense background. Should have experience of leading a team of result-oriented sales managers.
E. Preference of Industry background
1 Preference 1: Insurance/financial sales exp +defense experience
2 Preference 2: Sales Background, any industry + Defense experience
3 Preference 3: Defense Ex-servicemen
4 Preference 4: Insurance Sales+ history of adaptability to new business avenues
5 Preference 5: Pure defense family back ground(Current Serving personnel)
F. Strategic Leadership:
- Aligns team & Fostering Teamwork: setting direction and guiding and motivating a group to accomplish common goals.
- Takes personal responsibility for leading the organization into the future.
- Development of team and subordinates: Ability to maximize potential of others through developmental and training activities. Significantly contributes to long term organizational capability by building superior processes of hiring, developing and retaining a quality workforce.
