AVP - Sales Strategy - Direct Marketing Channel - Life Insurance

organization : Life Insurance

CTC : 20 - 25 LPA ( approx ) + incentives,depending upon current CTC.

Role : AVP Sales Strategy - Direct Marketing channel

Reporting to : National Head - Sales

Reportees : 4

Job purpose :

- Managing the sales development/rewards and recognition portfolio for the Direct line of business

- Responsible for planning & execution of training interventions for the Channel, overall training administration, Vendor Management, Branch Audits and Compliance Management

- To identify and manage outbound call center vendors to deliver desired quality and quantity of Appointments for the FOS, and to ensure leads generated shall convert into sale as per the required production criteria.

- Managing profitability and expense gaps

- Digitally enabling the channel - lead management technology/LMS through campaigns on up-sell/cross and new acquisitions, enabling distribution with sales tools/tabs.

- Coordination with BD team on new alliances and collaboration with marketing/digital team/analytics to enable sales team with higher quality leads/campaigns

Key Responsibilities :

Strategic :

- Design & implement the R&R strategy for the Channel

- Understand competition strategies and come out with coping strategy to beat the competition.

- Devise robust delivery and audit mechanism for rewards and payouts.

- Ensure training funnel ratios across all Zones are maintained consistently

- Agree & publish the calendar keeping in mind dynamic business needs and map the FLS productivity.

- Managing the productivity of lead vendors, lead vendor relationships,ensure adherence to the defined AML & KYC guidelines, code of conduct & rules of the company

Financial :

- Ensuring Effective utilization of Channel's R & R Budgets.

- Ensuring Effective implementation of Sales PMS for the channel

- Manage training cost/expense within AOP

- Responsible to the audit team for all the payouts for contests and R&R programs.

- Get the best possible Cost effective measures in place for the channel.

Process :

- Build robust PMS and R&R programs for the organization.

- Liaison with IT team to ensure system support to the PMS and R&R programs.

- Liaison with Marketing team to devise innovative branding and impactful communication of all the programs.

- Ensure timely communication of all the programs to all the sales and corporate hierarchies.

- Regular updates and MIS on all the R&R, PMS and contests.

- Timely declaration of results for the programs and ensuring hassle free disbursement of all the rewards.

- Ensure transparent selection of vendors for servicing the programs through robust bidding process.

- Liaison with HR for promotions on achievement of the laid PMS standards.

- Determine the effectiveness of training and Training need analysis

- Set up systems and processes for ongoing feedback to determine gaps and conduct sessions on regular basis

- Ensure smooth and effective implementation of monthly training calendars, Structured workshops for managers and Structured certification programs

Customer :

- Create key differentiators for the internal customers through innovative strategy

- Identify key triggers to motivate teams to perform and deliver the same through various initiatives and programs.

- Manage productivity of lead vendors on the basis of qualified leads, conversion and cost.

- Manage the relationship with call center vendors and liaison with sales team for optimum output.

- Ensure adherence to all sales systems, processes & ensure accurate data capture

- Ensure the delivery of lead generation and lead closure as defined for this role

People :

- Manage, coach, motivate and develop direct reports.

- Inculcate a culture of high performance and delivery on deadlines.

Key Critical Competencies :

- Should have knowledge of the key business deliverables of insurance and ways & means of motivating teams to deliver these.

- Should have an innovative mind to come out with best in class strategy to grow the channel

- Should exhibit a high level of integrity and lay emphasis on setting ethical standards across the organization.

Profile :

- Ideally should have managed the performance management systems in Insurance sector either through HR department or through Sales Support.

- Should have around 7-13 years experience

- Preferably MBA

Apply with updated resume mentioning CTC Details and location