Job Purpose

To achieve set sales targets by procuring retirement funds business from Corporate clients including MNC’s, Indian companies, banks and state and central public sector entities across key, mega and PSU segments of his/her specific region in the emerging markets vertical. The role involves making the first contact with the prospect, building the prospect through relationship and financial management skills and closing the business in favour of BSLI. The role also identifies and works on group term, worksite marketing opportunities in the region.

Job Context & Major Challenges

Job Context: To achieve set sales targets by procuring retirement funds business from Corporate clients including MNC’s, Indian companies, banks and state and central public sector entities across key, mega and PSU segments of his/her specific region in the emerging markets vertical. The role involves making the first contact with the prospect, building the prospect through relationship and financial management skills and closing the business in favour of BSLI. The role also identifies and works on group term, worksite marketing opportunities in the region.

Job Challenges:

• Identify and reach a wide prospect base within a set time frame
• Geographical reach across all segments of key/SME, mega and PSU prospects typically for 2-3 states
• Optimal cost utilization for the geography that needs to be covered
• Continuous relationship building with Manager/Sr. Manager/GM/VP/CFO of target organization
• Stiff competition and understanding competition offerings and movements
• To get time share and mind share of decision makers/influencers is a challenge as they are usually averse to change

Key Result Areas

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

KRA1 Ensure achievement of business targets for sales 1. Plan to procure retirement funds business to boost the top-line

• Identify and close group term opportunities in the region to boost bottom-line
• Work with various ABFSG entities towards procurement of group business
• Ensure identification & mapping of right opportunities and working on them to build a case for investment of retirement funds with BSLI
• Identify cross sell opportunities for business to boost bottom-line

KRA2 Ensure implementation of sales strategies and sales management processes 1. Maintain healthy business records, client information to build a long drawn sustainable client and prospect information base to be useful for sustainable cross-sell opportunities

• Identifies and build relationships with influencers etc
• Ensure adherence to sales management processes for business procurement to achieve set goals
• Ensure fulfilment of the pre decided requirements of the sales stage so that the prospect can be categorized into sales progression.
• Timely identification of any issues that may need to be addressed to ensure mandate from a customer

KRA3 Market intelligence and pipeline building for the region 1. Identify business opportunities

• Track competition movements, wins/losses to ensure higher market share for BSLI

KRA4 Relationship building with key current and prospective clients 1. Build relationships through common interests, market knowledge, likes and dislikes with regards to key decision makers and influencers in a prospect

• Manage multiple relationships in a single account
• In consultation with the RBM-EM, NSM-EM and the investment team, to provide a host of services like investment advisory, trust advisory, taxation & legal matters so that the customers get a one stop solution