SALES Manager- Corporate/ SME

JOB DESCRIPTION
Function: Corporate SalesDesignation: According to Market StandardsReporting to: Direct Reporters:NA
Role Description:To oversee the development of new business of Salasar Services (Insurance Broker) Pvt. Ltd. in the branch and ensure the creation of a steady pipeline for new businesses in future through relationship building with existing and potential clients to make Salasar the preferred insurance broking house for clients and also take care of the entire operations and administration of the branch office.
Job Responsibilities:Financial

• Increase reach and market share by adding new clients in the desired segment to the Organization’s portfolio
• Give leads to other regions and verticals to expand footprint across geographies
• Achieve financial targets articulated in the strategic plans of the Organization in terms of the brokerage earned through
• Conversions of new clients
• Ensuring expansion and cross selling to existing clients
• Retention of existing clients
• Support of specialist vertical budgets

• Ensure renewal portfolio expansion through

− Review of the coverages under existing policies and other areas of risk coverage
− relationship building with the insurance companies and surveyors to ensure optimum claim settlement in minimum time

• During processing of claim analyses the following and communicate to underwriters:
• adequacy of coverage w.r.t.. location specifications e.g. Earthquake /flood etc.
• adequacy of sum insured
• risk improvement
• anomalies in the policy
• scope of additional policies
• other related information

• Ensure that risk inspection is conducted by the concerned team to support closure of new business
• Prepare and monitor budgets including manpower and automation budgets
• Control expenses to operate within departmental budgets
• Monitor collection of brokerages booked, reinsurance payment to reinsurer within budgeted timelines and reconciliation of all collections and payments with the corporate Finance department
• Keep track of cash flow and ensure all vendors payments, statutory and fees and payments with respect to the Maharashtra region are made on time

Business Process

• Ensure creation of potential databases from insurers and other sources
• Ensure quote management as per laid down standards and timelines
• Ensure Updation of KPTS (Key Prospect Tracking System) immediately
• Ensure policy papers are obtained by teams from existing and potential clients
• Oversee thorough analysis of Policy Portfolio of existing and potential clients with inputs from the underwriting and claims department to verify that the client has adequate coverage and best of rates and prepare offerings to bridge gaps
• Oversee claims team and service claims to enhance brand image by enabling the client to get pending claims towards obtaining new business
• Conduct periodic meetings to monitor progress of key accounts, strategic initiatives, market trends as well as performance of individuals and teams
• Ensure collation of data pertaining to existing clients by underwriting & client servicing team, meeting with client at least one and a half month before renewal to initiate the process of renewal and renewal of existing policies before expiry following all steps of structured process laid down by the company
• Ensure timely servicing of all clients’ needs with respect to declaration of all types of policies, certificate verification, endorsement, refunds and other related matters
• Ensure immediate entries in the KPTS/ SAIBA in case business does not mature in spite of underwriting support
• Ensure Compliance with IRDA norms
• Ensure uploading of IAR (Industrial All-Risk policies) and endorsements, if any, in SAIBA
• Ensure accuracy of underwriting so that no claim gets jeopardized/repudiated because of underwriting flaws
• Ensure compliance of all statutory matters with respect to the business and establishment of the North region
• Ensure proper settlement of the claim in the shortest possible time to the satisfaction of the client
• Monitor resolution of all complex technical issues in claims and timely handling of the same for quick disposal of the claim
• Monitor Updation of each step in SAIBA by the claims team

Customer

• Ensure sending of introductory mails or letters, call for appointment before the initial meeting and send thank you note and brochure to all prospective clients after the same
• Ensure collation of client lists
• Visit key existing clients on a periodical basis
• Ensure insurance policies are issued and delivered to the client by the underwriting
• Monitor collection of premium cheque on time
• Ensure best possible client service with respect to all new clients by

− Checking with the underwriting team about the status of the renewal notice and progress of the renewal process
− Ensuring claims are serviced to enable settlement of claims

• Ensure classification of potential customers into A-B-C category and implementation the following action:
• Catering to all requirements through close liaising with respect to A category and close
• Liaising with B category to convert the leads
• Maintaining the C category in the database and schedule follow-up

• Ensure submission of MIS (budget track sheet / wins & mandates) to Finance & Accounts department
• Track activity report (WTD/ MTD) with analysis & comments by the team and keep the management updated
• Conduct fortnightly meetings along with the claims department to monitor progress of business development and claims and quarterly/ bi-monthly/ monthly visits by client servicing executives and also verify satisfaction of client servicing needs
• Prepare activity report for marketing and underwriting (MIS to management)
• Provide Information to the management on large accounts for advice and interface in order to close account
• Ensure circulation of newsletters to customers
• Ensure all internal customers, at the Maharashtra Region office, have safe, clean, conducive working environment

People Growth

• Always keep self-updated with latest variations in product offerings
• Conduct training sessions for marketing team as well underwriting and claims teams for improving client interactions
• Set objectives, review and evaluate performance periodically and give feedback
• Ensure, Reward & Recognition programs and employee engagement activities are conducted in coordination with the corporate HR department to boost motivation levels of employees

Perform all such duties which are required to be performed by this position in an insurance broking house in general course and to perform all such duties and carry out all such responsibilities so delegated or asked to be performed by the Designated Authority from time to time

External Interface: Internal interface:

• Existing clients
• Prospective clients
• Insurance companies
• Contractors
• Vendors
• Employees

Preferred Competencies of Incumbent

a) Functional Competencies Demonstrates domain knowledge in own area of operation
 Understands product offerings
 Understands service standards as per Organization ethos
 Learns continuously and keeps self-updated
b ) Leadership Competencies:Relationship Building
 Networks effectively with both external and internal customers
 Focuses on building long term sustainable relationships
 Delivers on commitment every timeCreative & Analytical Problem Solving Understands the strategic objectives of the Organization, unit, function
 Collates data and analyses them objectively
 Takes objective decisions based on data to achieve the strategic objective of the Organization
 Goes the extra mile to achieve creative solutions Customer Focus Designs solutions that meet the requirements of the customer (external/ internal)
 Demonstrates a sense of urgency to resolve all external and internal customer concerns and responds to queries and requests within defined timelines and processes
 Educates customers (external/ internal) about changes in processes, policies and offerings
 Creates long term relationships with customers (external/ internal) through continuous interface
 Obtains customer (external/ internal) feedback to improve processes
 Promotes loyalty and converts customers to brand ambassadors
 Achieves customer delight with respect to both internal and external customers
 Is sensitive to code of conduct in office and customer establishments Perseverance Makes all possible effort to understand the viewpoints of external and internal customers
 Takes all possible steps to resolve issues
 Understands the importance of deadlines, proactively remove roadblocks and deliver as per requirement
 Tries alternatives to achieve target
 Does not give up in the face of adversity
 Explains own point of view assertively to get necessary support and approval
 Is patient and persistent towards follow up on all leads and prospects generated during the past towards new client acquisitionAchievement Orientation Understands the strategic objectives of the Organization, unit, function
 Aligns individual and team targets with strategic goals
 Plans and deploy appropriate resources to meet targets in the short and long term
 Goes the extra mile to achieve targets as per committed timelines and enable the team to do so
 Achieves and motivates excellence irrespective of circumstances
 Shares best practices across businesses
 Benchmarks with the best and continuously raises the bar
 Upgrades competencies of self and team to achieve excellence
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