RSM- HDFC - NBB - VRM - Coimbatore

Designation: Senior Chief Manager

Location: India Tamil Nadu Coimbatore

Organization: Financial Services

Job Description:

1. Drive business and achieve targets through allocated region/area. Nurture and maintain the relationship with the channel partner for the incremental development of the business contributing by the relation and help/supervise them for the smooth function of the business process flow. Manage a team of Sales Managers to maintain the proper process of doing valued business for the organization.

2) Dimensions

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

Dimension

Remarks

1.

Manpower (Nos.)

4-5 depending on the relationship

Indirect – could range from 28- 35

3) Job Context & Major Challenges

Driving sales performance through a phone-based sales model without face-to-face customer interaction.

Ensuring high lead conversion and productivity across tele-sales teams.

Maintaining customer engagement and relationship quality through telephonic interactions.

Balancing aggressive sales targets with customer experience and compliance requirements.

Managing team productivity, motivation, and attrition in a high-volume sales environment.

Ensuring quality business acquisition while maintaining regulatory and process adherence.

Driving persistency and customer retention through effective follow-up mechanisms.

Managing lead quality, lead allocation, and optimal utilization of available databases.

4) Principal Accountabilities & Supporting Actions

Ensure achievement of Premium and Revenue Targets

Monitor sales performance, conversion ratios, and premium achievement regularly.

Drive sales campaigns, contests, and recognition programs to improve productivity.

Conduct regular performance reviews with Sales Managers and sales executives.

Ensure effective lead utilization and customer engagement.

Ensure smooth functioning of sales and operational processes

Communicate product, process, and compliance updates to the team.

Ensure adherence to quality and regulatory requirements.

Monitor lead allocation, policy issuance, and customer servicing processes.

Coordinate with Operations and Service teams for timely resolution of issues.

Drive productivity and cost optimization

Track key productivity metrics such as login hours, connect rates, and conversions.

Optimize manpower deployment and resource utilization.

Monitor sales-related expenses and ensure budget adherence.

Improve efficiency through data-driven performance tracking.

Ensure right talent placement and development

Identify capability gaps and provide coaching support.

Recruit, onboard, and develop Sales Managers and tele-sales executives.

Conduct regular training and capability-building initiatives.

Drive performance management and succession planning.

Ensure acquisition of quality business

Monitor sales quality and compliance metrics.

Promote need-based selling practices.

Conduct regular reviews of business quality and customer suitability.

Reduce cancellations and improve policy issuance quality.

Ensure achievement of Persistency and Retention Targets

Drive customer follow-ups for renewals and policy servicing.

Monitor persistency metrics and identify improvement opportunities.

Resolve customer concerns through collaboration with service teams.

Implement retention initiatives to improve customer stickiness.

Build new business opportunities and improve market penetration

Leverage customer databases for cross-sell and upsell opportunities.

Identify new customer segments and untapped opportunities.

Partner with Marketing teams to maximize lead generation effectiveness.

Drive innovative sales initiatives to improve conversion and business growth.

5) Job Purpose of Direct Reports (Sales Manager / Senior Sales Manager)

Generate insurance business through telephonic interaction with prospective and existing customers.

Manage leads effectively to maximize sales conversions.

Understand customer needs and recommend suitable insurance solutions.

Ensure timely follow-up, policy issuance support, and customer servicing.

Achieve sales, persistency, and productivity targets while maintaining quality and compliance standards.

Build long-term customer relationships and contribute to sustained business growth.

6) Relationships

Internal

Sales Operations Team: Daily, for lead allocation, MIS, and operational support.

Customer Service Team: Daily, for customer servicing and issue resolution.

Underwriting Team: Daily, for proposal processing and policy issuance.

Training Team: Weekly, for product, process, and sales capability enhancement.

HR Team: Monthly, for recruitment, manpower planning, and employee engagement.

Marketing Team: Weekly, for lead generation campaigns and promotional activities.

Technology/CRM Team: As required, for system support and CRM-related issues.

Finance Team: Monthly, for incentive processing and expense management.

External

Customers and Prospects: Daily, for sales discussions, renewals, and relationship management.

Lead Generation Partners/Vendors: Weekly, for lead quality reviews and business development initiatives.

Business Partners and Strategic Alliances: Monthly, for business growth and customer acquisition opportunities.