Cluster Head

Bajaj General Insurance

0 years

0 Lacs

chennai tamil nadu india

Posted:1 day ago| Platform: Foundit logo

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Skills Required

training market study sales engagement intelligence gathering stakeholder management sales planning

Work Mode

On-site

Job Type

Full Time

Job Description

Market Study and Intelligence Gathering
Study the market and identify opportunities to augment business in line with the decided sales strategy (product mix / profitability mix, etc.); guide team in identifying load advisers, GI agents, public sector agents, etc. to expand the business network
Closely monitor the competition strategy, penetration and explore area of opportunities to expand market share; guide team in building awareness around products, processes and establish credentials of the organization to increase market share
Sales Planning

Receive the finalized Annual Operating Plan (AOP) target (design target) from the superior basis past year's performance, business outlook and vertical's overall growth strategy

Devise month wise strategy and weekly breakdown with the team; identify possible risks and de-railers in achievement of the same; drive implementation of steps to tackle the challenges in the best possible way
Setup review mechanism to track sales achievement on the daily basis
Sales Review

Assess and track utilization of available resources in the best possible manner to drive the sales targets; understand ground level concerns and provide solutions proactively to address situations
Escalate critical issues to the superior and seek guidance / resolution
Conduct team meetings on the first day of every month to discuss the sales tactics for the month, key issues, new opportunities as well as last month's overall performance (sales achievement, near misses, growth, key learnings, etc.)
Breakdown monthly targets and establish daily targets for the team; clarify doubts and enable them to achieve the set targets by resolving any issues / concerns
Monitor key metrics and targets across the assigned city / zone on a daily / weekly / monthly basis; drive team to ensure retention of existing business as well as increase of market share
Guide team in proactively closing new opportunities while maintaining existing relationships
Understand challenges / issues and propose effective solutions to tackle the same
Address doubts and instill confidence to pitch the product to target customers in an effective manner
Track daily IMD activity and analyse any inactivity; take appropriate steps to motivate and engage inactive IMDs to ensure proper utilization of the business network in the city / zone

Participate in city / zone sales reviews at set frequencies with the superior to provide overview of performance of the city / zone; highlight complex issues and team achievements, share key learnings from with counterparts to ensure effective knowledge sharing
Key Stakeholder Management
Engage with large IMDs in the city / region on a regular basis; share business insights, growth plans and new products / schemes in order to showcase organization credentials as well expand IMD network
Drive collaboration with other internal functions like Claims / Underwriters / operations in cases requiring cross-functional intervention; ensure that any issue is resolved in an effective manner
Inform superior on critical issues / concerns involving other verticals; seek support on resolution
Driving Sales Engagement and Training
Engage with team via Open House / Chai per charcha and other forums to understand their concerns, provide guidance and motivate them to drive sales satisfaction
Drive implementation of various training efforts in the city / zone for upskilling of team to better deliver in terms of sales calls, customer management, sales planning, customer service, etc.
Guide team in regularly assessing areas of improvement amongst the IMDs and provide effective training to them; address development issues / concerns and enable them to drive sales for the organization in an effective manner
Conduct email training programs / sessions for the team, on the market, conversion, products, product adaptation to the market, etc.
Reward and recognize top performers in the team to motivate them as well as others to ensure reinforcement of right behaviors among team members

Team Development and Management

Establish individual performance expectations and evaluation metrics, and regularly review individual performance
Share information regarding business and key developments with the team proactively; guide them in utilizing their skills in the best possible manner

Identify and create development opportunities for team members to enhance functional knowledge

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