Job Description

Job Purpose


The purpose of this job is ensure achievement of business targets and enhancement of profitability of the assigned branch by providing effective leadership, planning resources, monitoring people performance & market changes & ensuring timely operations support to ensure smooth functioning.

It also includes distribution building, retail development and recruitment of FLS and Advisors.


Job Context & Major Challenges


Job Context/Job Challenges:

About the Health Insurance Industry-While the current market sees more than 15 non-life players in the private space &5 exclusive private players in the health insurance space trying to capture a sizable market share, the nationalised service provider (6) remains a strong competitor.Market Opportunities-With the advent of medical advancements, lifestyle changes, change in Indian socio-economic scenario &Indian healthcare space &the insurers are facing challenges to cater to the needs of this diverse clientele. Increasingly Indian customers have started considering health insurance partners as ententions of health advisers. In this scenario it becomes extremely important to understand their psyche &then provide tailored solutions with wellness benefits which would help them meet their end objectives &bring in profitable revenue source for the company.About the Aditya Birla Health Insurance-Aditya Birla Health Insurance Co. Limited was incorporated in 2015 as a 51:49 joint venture between Aditya Birla Capital Limited &MMI Strategic Investments (Pty) Ltd. ABHICL commenced its operations in October 2016.ABHIs unique offering to market includes proposition includes -A Comprehensive Incentivized Wellness Program that will attract the young &health conscious &will motivate, guide &reward them to stay healthy.A Chronic Care Management Program to cater to the unmet needs of a growing Indian population of those suffering from chronic lifestyle conditions like Diabetes,Asthma,High Cholesterol &Hypertension from Day 1.ABHICL serves as an enabler &influencer of health &healthcare choices that customers make, in addition to being a payer of healthcare expenses.Thus, ABHICL would act like a much needed catalyst to grow the prevalent health insurance landscape in India through product innovations &a wider choice of consumer relevant products.ABHICLs vision has always been digital.Challenges-Distribution reach will be the key to future growth acceleration for insurance companies as existing geographies get saturated &the focus shifts to new under penetrated geographies.Effective distribution reach into newer geographies, alternate distribution channels, innovative products, targeting new segments are the major challenges in this industry &will be the key drivers in the future. While companies are planning to double their agency network over the next 2 years, the overall industry life agency workforce attrition rate ranges between 50-55% which is significantly high.Hence the key challenge to recruit qualified insurance agents, especially in the semi-urban / rural markets &also to combat the increasing attrition rate particularly when new players are entering the market.Identifying new segments, structure offerings, &value enhancers apart from creating differentiators' remains a big challenge for the company's growth.Build the vertical in line with the leadership teams expectation of having the group benefits team contributing substantially to the bottom-line in years to come

Key Challenges for the role-

As the business is quite manpower intensive, hiring & retaining the right resources given the limited availability of quality talent &stiff competition is a stiff challenge.Delay in completion of business during month end as it involves the long process to issue the policy (starting from policy receipting, scanning, completing requirement, medical follow ups &finally the completion).Recurrent changes in regulatory environment &consequently changed product portfolios requiring strategic & tactical changes in selling techniques/pitch.Managing expectations of high performers: high performers expectation rises every year &to satisfy it, by getting innovative ideas is a biggest challenge.Driving high rates of YOY renewals in turbulent market conditions


Key Result Areas

KRA (Accountabilities) (Max 1325 Characters) Supporting Actions (Max 1325 Characters)


KRA1 Ensure budgeted capacitation of FLS & achieve assigned business target by ensuring performance of assigned FLS with respect to recruitment of Advisors & achievement of business targets. Recruit quality resource




Ensure performance standards of recruitment, activation, policies & premium are met by the assigned FLS



Maintain the profitability of the branch




Keep track on Advisors Contest and Clubs




Keep track on various training needs.



Sharing good sales practices.



Mentor, coach, and handhold FLS by observing and demonstrating sales/recruitment calls.



Maintain the Sales Report on Introduction and Issued Business



Create effective engagement interventions at the branch level to ensure high levels of activity & delivery



Conduct periodic reviews to monitor the key business levers and take corrective action where necessary




Carry out goal setting exercise with his team enabling the FLS team to deliver the expected productivity & subsequently leading the team to progress to next progression level.


KRA2 Drive implementation of agency initiatives aimed at improving sales productivity across all FLS Ensure daily adherence of sales process by way of effective planning and review.



Ensuring sales progression of the FLS by reviewing and Motivating team for setting higher performance standards




Driving activities leading to maximum FLS incentive earning.


KRA3 Ensure renewal targets are met and business health for the allotted branch so that functional goals are achieved. Manage sales force attrition as per bench mark.



Maintain quality of business for better renewals.


KRA4 Relationship Management (Internal & External) to drive performance. Maintain healthy & cordial relation with team of Agency Managers as well as all concerned departments.




Maintain one to one contact with all advisors.







Ensure reaching of communication to the advisors of his team about new product, schemes, clubs, etc. (using FLS as key point of contact).

Visit top advisors in regular intervals


KRA5 Drive local sales promotion effort for to support team members in achieving business targets Anticipate sales promotion opportunities in the area of operation and devise innovative promotional activity.



Driving various contests


KRA6 Ensure Risk Management as per company policy. Be responsible for the market conduct of the assigned agency managers and the advisors in their team



Carrying out the business activities as per the compliance & regulatory environment.



Ensure (by doing basic screening & basic sanity checks) the applications that healthy


KRA7 Ensure compliance objectives and regulatory norms are achieved as per defined organizational guidelines. Ensure communication of compliance norms to all concerned employees



Develop deviation metrics and take appropriate actions for deviations


KRA8 Identify and develop a team of sales professionals for the branch Coach and Develop team members



Build People capability



Develop a second line of leaders within the Branch FLS Team


Minimum Experience Level


1 - 4 years


Job Qualifications


Graduate Diploma