KRA1
Ensure budget capacitization of BDM to induct them to the business work flows.
1.Hire qualified manpower of BDMs so that 100% FYP capacity of manpower is maintained & utilized at all times.
2.Assist & guide the BDMs in proper recruitment of Agency Partner and Advisors.
3.Monitor the status of the budgeted FYP capacity of BDMs vis-à-vis the actual strength on board on a regular basis.
4.Ensure that the KPIs & targets of BDMs are properly communicated & understood.
5.Ensuing that the goal sheet of the Agency Partner has properly been communicated and explained by their BDMs.
6.Carry out goal setting of each individual BDM for the month, quarter & year.
7.Monitor & review the performance of BDMs on predefined parameters
(FYP/NOP/NAAC/Activisation /Recruitment) & take timely corrective actions
KRA2
Ensure training & development of the team to enhance performance.
1.Collaborate with the Sales Training team to ensure that workforce is timely trained on products & processes as per the training plan.
2.Ensuring attendance of trained advisor recruits in IRDA exams.
3.Conduct extensive training on recruitment and selling skills to enhance productivity of BDMs
KRA3
Achievement of Business Targets as set through and with the Team by meeting the functional goals set.
1.Monitor the performance of the BDMs on the predefined parameters (FYP/NOP/NAAC/Activization/Persistency/Recruitment of mentors & advisors)
2.Ensure continuous acquisition of advisors by their team of BDMSs on a regular basis.
3.Ensure that communication on goal sheets, contests, payouts etc are rolled out to advisors by BDMs and same is understood by them as well.
4.Ensure through continual communication & reviews that majority of the work force achieves their goal sheets & moves up the career ladder.
5.Drive benchmarks & motivate BDMSs and mentors to achieve their goal sheet, seek promotion and earn incentives.
KRA4
Track attrition and persistency to achieve business health for the territory
1.Monitor attrition of the sales team on a regular basis & ensure corrective actions are taken to arrest the same.
2.Ensure a high percentile of modal premium through analysis and product mix
KRA5
Identify business opportunities through market intelligence
1.Gain market intelligence & put in place strategies to FYP potential market.
2.Ensure recruitment of advisors in the areas having unexploited potential
KRA6
Relationship Management
1.Partner with other departments of BSLI to ensure sales support.
2.Manage and resolve escalations.
KRA7
Team Management
1.Ensure through continuous on the job training, skill enhancement of team
2.Mentor, supervise and coach the team.
3.Provide for on the job as well as classroom training for skill enhancement
4. Ensure periodic job rotation to give a higher exposure to the team members on all aspects.
