Sales Executive (Insurance & Financial Products)

1. Position Overview

Life Insurance, Health Insurance, Motor/Vehicle Insurance, Travel Insurance, Mutual Funds, Demat Accounts, and other investment/wealth solutions

2. Key Responsibilities

A. Lead Generation & Prospecting

• Identify potential clients through cold outreach, referrals, digital leads, field visits, and networking.
• Maintain an active pipeline of prospects across different product categories.
• Participate in financial awareness events, marketing campaigns, and client engagement drives.

B. Client Need Analysis

• Conduct detailed discussions to understand client goals such as:
• Protection (life/health insurance)
• Wealth creation (mutual funds, SIPs)
• Asset coverage (motor/travel insurance)
• Investment diversification (demat/equity)
• Perform suitability checks as per regulatory norms (IRDAI, SEBI guidelines).

C. Product Presentation & Sales Closure

• Explain product features, benefits, risks, and terms in simple language.
• Prepare personalised proposals based on client requirements.
• Handle objections, negotiate effectively, and convert leads into sales.
• Assist clients in selecting appropriate insurance plans, fund portfolios, or investment products.

D. Documentation & Onboarding

• Collect KYC documents (PAN, Aadhaar, Address Proof, Photos, etc.).
• Fill application forms, proposal forms, and ensure accuracy before submission.
• Coordinate with operations team for policy issuance, mutual fund purchase, demat account opening, etc.
• Ensure regulatory compliance for all products (IRDAI, SEBI, AMFI, Exchange rules).

E. Cross-Selling & Portfolio Building

• Offer multi-product solutions to every client:
• Convert insurance clients into mutual fund investors.
• Convert mutual fund investors to demat trading clients.
• Offer top-up/renewal plans for health & motor policies.
• Build long-term relationships for repeat business and referrals.

F. Post-Sales Coordination

• Coordinate for policy issuance, premium confirmation, NAV purchase execution, and demat activation.
• Follow up for renewals of motor, health, and life insurance.
• Provide first-level support and route servicing requests to operations/RM team.

G. Reporting & CRM Updates

• Update sales CRM daily with meetings, leads, follow-ups, and closures.
• Maintain MIS reports for different product categories.
• Share weekly sales reports, market findings, and competitor insights.

3. Product Knowledge Expectations

Insurance Products

• Life Insurance: Term, ULIP, Endowment, Money-back, Child plans
• Health Insurance: Individual, Family Floater, Top-up, Critical Illness
• Motor Insurance: Car/Bike, Third-party, Comprehensive, Add-ons
• Travel Insurance: Domestic/International, single-trip & multi-trip

Investment Products

• Mutual Funds: SIPs, lumpsum, equity/debt/hybrid categories
• Demat Accounts: Trading basics, equity investments, KYC/CKYC process

4. Skills & Competencies Required

• Strong sales and negotiation skills
• Excellent communication & client handling
• Ability to explain financial concepts in a simple manner
• Basic understanding of investment and insurance products
• Confidence in meeting targets and managing multiple product lines
• Good analytical and presentation skills
• Familiarity with CRM tools and MS Office

5. Qualifications

• Graduate in any discipline (preferred: finance, commerce, business)
• IRDA/AMFI certification is an added advantage (can be done after joining)
• Experience:
• 1–4 years in BFSI sales (preferred)
• Freshers with strong communication skills may be considered

6. Key Performance Indicators (KPIs)

• Monthly product-wise revenue/target achievement
• Number of new clients acquired
• Lead-to-conversion ratio
• Mutual fund SIP book size and insurance premium collected
• Number of demat accounts opened
• Renewal conversion rate
• Documentation accuracy and compliance score
• Cross-sell ratio per client

7. Work Environment

• Role Type: Field + Office
• Reporting To: Sales Manager / Branch Manager
• Coordination With: Operations, RM Team, Compliance, Customer Support
• Travel Required: Local client visits

8. Additional Expectations

• Attend mandatory product and compliance trainings
• Maintain confidentiality of client information
• Follow up diligently for renewals, SIP instalments, and KYC timelines

Maintain professional conduct and uphold company reputation