Key Accounts Manager / Senior Key Accounts Manager

Role & responsibilities : Business Planning & Strategy:
• Formulating the business plan for the channel meeting the meeting the organizational objectives.
- Annual / quarterly / monthly with Product Heads
- Planning to consider macro factors and past trend analysis
• Periodic review and course correction of sales plans to incorporate organizational / regulatory changes if any
• Forecasting channels target achievement and input management for achievement of business objectives
• Competition Tracking
• Best Practices
• Provide inputs to channel partner on improvement of productivity and development
• Resource planning of the region to the management as per the business plans and objectives.

Business Delivery
• Achieve / Over achieve the assigned top-line target
• Ensure target achievement on topline, profitability & business quality parameters like riders, ATS etc
• Achieve targets on key business levers like Productivity & Activation (internal, partner)
• Continuous interaction with stake holders to facilitate business
• Calendarise sales and marketing activities.

Business Development :

• Ensuring channel specific training requirement.
  • Robust reviews and feedback sessions with channel leadership & Product teams for continuous business development
  • Study competitor activities & formulate strategies to achieve maximum market share
  • Evaluate and monitor the systems / process enablers for business and suggest improvements for operational efficiencies
  • Designing and launch of reward & recognition programs (channel partner & internal) to increase sales and build distribution
  Channel Partner Management
  • Interact with the channels partners at agreed levels & frequency to manage expectations, have a committed and a partnership based relationship
  • Self & sales team SMP adherence to ensure appropriate channel engagement
  • Enable smooth MIS & other information flow to channel on agreed key business parameters
  • Drive business to ensure optimum potential utilization of the relationship/vertical
  • Maintain appropriate channel partner satisfaction on support provided by our team to ensure zero escalations
  • Execution of the various events / promotional tours for partner
• Partner commission management.

People Management
• Develop & guide sales team to avoid channel escalations

• Design training modules in collaboration with L&D to ensure necessary knowledge to aid achievement on various business parameters
  • Calendarise training for the sales team to sell better quality & higher quantity
  • Staff engagement activities to ensure low attrition
  • Ensure intra & inter departmental collaboration to close issues related to proposal processing
  Risk Management
  • Adhere to statutory and regulatory norms
  • Ensure defined procedures / processes are followed to maintain compliant sales
  • Ensure acceptable Turn-Around -Times (TAT) for channel grievance and customer related issues.

Process & Quality Management
• Responsible for ensuring compliance on various business fulfillment models in line with regulatory norms
• Ensuring persistency for the mapped channels as per management directive
• Ensuring implementation of product strategy
• Regular review of various processes & undertaking new projects for improving quality, business processes etc.

Preferred candidate profile : 8/10+ years of experience in sales / account management, with at least 2 years experience in life Insurance (preferably bancassurance)