Team Leader -FAT Full Time

Key Result Areas Supporting ActionsFunnel Management and Business DevelopmentBuild a pipeline of leads by cold-calling, interacting with insurers, Third Party Administrators (TPAs) and past contactsEnsure pipeline development and lead generation by team members, and share inputs on the sameShare updates on the pipeline with the regional head weeklyFix appointments with potential client and go for meetingsUnderstand details around client need, existing policy terms and portfolio information, and share with the placement and quotes teamStudy the gap analysis report to understand business risk, and present the same to the clientEnsure that terms and policy requirements for potential clients are uploaded on the QMS system to share with the quotes team in a timely manner Present the Quotes Comparison Report (QCR) to the clientNegotiate terms and premium amount with the insurers, as requiredCollect and document feedback from the client, in cases that the business is lost, and ensure that it feeds into the business leads tracker for next yearShare final terms with the quotes team, and ensure collection of the premium payment cheque from the clientEnsure that the process for the client till they receive the final policy document is smoothSend the cheque to the insurer, and upload a scanned copy on the QMS systemEnsure that the insurer shares a signed stamped copy of the chequeEnsure a risk held cover letter from the insurer is received for interim cover, as required in different casesFill the sales template on the system and attach important documents to share with the operations team for booking the revenueClient Servicing & Cross SellingEnsure that an annual calendar for value-add activities is drawn up in consultation with the client (starting with policy awareness)Manage escalations (Eg. for endorsements, claims settlement, queries, new business or other issues) received from clients or team members in a prompt mannerShare contact details with client for relevant stakeholders at ABIBL along with the escalation matrixLiaise with the insurer and claims team for facilitating claims settlement, or other stakeholders for ensuring quick resolution of the issueCollaborate with the retention team for a smooth transition of the clientFollow-up with existing clients for up-sell/cross-sell opportunities and referencesKey Stakeholder Relationship ManagementBuild and maintain relationships with key stakeholders at the insurance companies to ensure competitive quotes are received in a timely mannerVisit insurance companies regularly to ensure continuous engagement with different stakeholders, and ensure that the team does the sameKeep abreast with the new products in the market, along with an understanding of the lines of business currently being focused on by the insurersTeam ManagementEnsure adherence to performance standards for achievement of team objectives, and track relevant metricsGuide the team and provide constructive feedback on sales performance of the team on a timely basisExplore and provide growth and learning opportunities to the team members through trainings or other development initiatives

Tagged as: sales / bd