Regional Sales Manager

Role overview

The Regional Sales Manager will lead direct marketing activity for the life insurance business in West Bengal. The position is based within Birla Sun Life Insurance Company Ltd and reports to the Zonal Manager – Direct Marketing (ABCD), with a further reporting line to the Head – Direct Marketing.

Business context

This role sits in the Direct Marketing function and department for ABCD, supporting the life insurance business. The job is focused on building business from an assigned region or area while improving team productivity, customer acquisition, and service outcomes.

What the role is meant to achieve

The main objective is to deliver business growth and meet targets for the assigned region. The role also involves improving the sales team’s output by guiding, supporting, and monitoring customer acquisition and servicing activity. In addition, the Regional Sales Manager is expected to manage a team of Sales Managers and ensure that business is sourced and processed in line with organisational standards.

Candidate profile and experience

• Experience in bancassurance sales, especially in life insurance, or exposure to the open market is preferred.
• Team leadership experience is required.
• Practical experience in generating business through partnerships, self-sourcing, and referrals is important.
• A strong grasp of customer profiles and buying behaviour is needed.
• Ability to create insurance leads through referrals, branch walk-ins, and customer data mining is expected.

Job dimensions

• Direct manpower impact: 5–6 people.
• Indirect manpower impact: approximately 35–45 people.
• The role is also responsible for driving AP targets, NOP targets, and lead generation outcomes.

Key challenges

A major challenge in this job is developing the sales force so they can convert leads and prospects effectively. Another important responsibility is helping the team identify new customers, especially prospects who are new to life insurance.

Core accountabilities

• Work closely with Sales Managers to ensure target achievement.
• Track performance regularly and review team productivity levels.
• Drive involvement in recognition and reward activities promoted by the organisation.
• Support the conversion of important prospects into customers.
• Keep sales and service processes running smoothly to maximise business potential.
• Communicate process updates and changes in rules or regulations through training modules.
• Provide hands-on help with sales calls, policy issuance, and complaint resolution.
• Place the right people in the right roles to improve output.
• Assess each business unit’s opportunity and distribute targets accordingly.
• Hire, develop, and train team members to increase productivity.
• Review business quality on a regular basis to support a profitable product mix.
• Interact with customers through welcome calls.
• Support persistency goals by helping renewals happen on time.
• Resolve customer queries quickly so renewals are not delayed.
• Plan additional lead-generation activities to supplement centrally generated leads.
• Guide, monitor, and coach the team on an ongoing basis.
• Arrange both on-the-job and classroom training for capability building.

Direct report role summary

Sales Managers under this role are expected to generate insurance business from the assigned area or zone, influence relationships so they can recommend Birla Sun Life Insurance to their customers, and manage a team of around 10 DSEs at the required productivity level. They must also provide pre- and post-sales support and work toward consistent quarter-on-quarter business growth.

Additional information

Organisation: Aditya Birla Capital. Unit: Birla Sun Life Insurance Company Ltd. Business line: Life Insurance. Location: West Bengal, India.