Job Description

Greeting from Pramerica Life Insurance

Job Description

Job Title Unit Head -Defence Channel Location Branch Office

Department Defence Channel Based out of Branch Office

A. Position Summary:

B. Responsibilities:

Achieve business results in Defence segment through effective translation of the business strategy into collated

Branch Plans. Provide leadership and motivation to the Defence Sales team towards raising performance standards,

and be a valuable resource to the Company.

1. Key Deliverables:

1.1 Facilitate creation of effective distribution of Officer Prahri and LA as per yearly goal sheet.

1.2 Maintain Month on Month Target Vs Achievement at a minimum of 100%

1.3 Facilitate and maintain the complete SM module at any given point.

1.4 Ensure that a minimum of 50% of total SM force is aligned for promotion and career

Development at the end of CY.

1.5 Ensure cost efficiency in all aspects with specific focus towards Officer Prahri and SM hiring and optimize

the cost of recruitment.

2. Business Results:

2.1 Ensuring alignment of business volume as per spread of the cantonment and SM module and thus

maintain a SM Man month productivity of Rs 2 Lakhs APE.

2.2 Monitor and evaluate achievement of sales against expectation for each sales manager.

2.3 Ensure the Defence contribution of Business (sourced from Army/Navy/Air Force/Paramilitary/Police) is

70% on the overall NOP target YTD.

2.4 Ensure a conduct of a minimum 4 sales seminar presentations in the cantonment per month.

2.5 Ensure effective use of different training modules and selling skills program for both SM and distributor

force in alignment with training team.

3. Customer Relationship Management- External:

3.1 Actively network and build relationships in the defence establishments/ cantonments

3.2 Review of sales process followed and quality of sales advice and after sales engagement

4 Code of Conduct and Compliance of all Regulatory norms:

4.1 Ensure adherence of code of conduct by the entire Team in respective branches

4.2 Confirmation to all financial and administrative systems.

4.3 Ensure Compliance to all statutory & regulatory norms.

4.4 Ensure compliance with all the Branch norms set by DPLI.

C. Job Specifications:

D. Key Technical Competencies:

E. Key Core/ Behavioral Competencies

F. Career Growth:

1. Qualifications

Graduate/ Post Graduate - MBA, sales and Marketing (preferred)

2. Experience:

2.1 AUH - 4-5 years of experience in insurance industry, preferably from defense background. Should

have experience of leading a team of result oriented sales managers.

2.2 UH - 7-14 years of experience in insurance industry, preferably from defense background. Should

have experience of leading a team of result oriented sales managers.

3. Preference of Industry background

3.1 Preference 1: Insurance/financial sales exp +defence experience

3.2 Preference 2: Sales Background, any industry + Defence experience

3.3 Preference 3: Defence Ex-servicemen

3.4 Preference 4: Insurance Sales+ history of adaptability to new business avenues

3.5 Preference 5: Pure defence family back ground( Current Serving personnel)

1. Branch Business Planning & Forecasting for monthly, quarterly and yearly forcasts.

2. Company and product knowledge

3. Financial fundamentals

4. Training & Education

5. Competition Knowledge

1. Strategic Leadership:

1.1 Aligns team & Fostering Teamwork: setting direction and guiding and motivating a group to

accomplish common goals.

1.2 Takes personal responsibility for leading the organization into the future.

1.3 Development of team and subordinates: Ability to maximize potential of others through

developmental and training activities. Significantly contributes to long term organizational

capability by building superior processes of hiring, developing and retaining a quality

workforce

2. Drive for result:

2.1 Result orientation

2.2 Adaptability

3. Customer Focus- Most Important in terms of understanding of the target segment(

defence services at all levels)

4. Communication