About the role
Role Summary:
The Area Sales Manager holds accountability for the health insurance sales performance of a ten-member Relationship Manager team in Delhi NCR. The role encompasses building the team, establishing and sustaining the daily field rhythm, coaching the sales pitch, and delivering the monthly premium target through open-market sourcing.
This is a hands-on, field-based leadership role. The Area Sales Manager is expected to be present in the market alongside Relationship Managers — covering territories, participating in customer meetings, and supporting case closures with the team.
Key Responsibilities:
Own and deliver the team's monthly premium target.
Drive login-to-issuance conversion by resolving documentation, medical scheduling, and underwriting pendency in coordination with the operations team.
Conduct the daily morning huddle, spend structured time in the field with Relationship Managers, and audit lead quality to ensure MIS records accurately reflect field activity.
Build and maintain the team by screening, interviewing, and onboarding Relationship Managers, allocating territories based on candidate residence.
Maintain quarterly Relationship Manager attrition below 10%. Sustain an average ticket size of at least ₹15,000 by prioritising family floater and port-in cases within the sales pitch.
Keep free-look cancellations below 5% of gross premium and enforce compliance standards across all open-market sales activity.
Pre Requisites:
Five to eight years of experience in field sales, including a minimum of two years managing a frontline sales team against individual and team targets.
Prior experience in a target-driven field sales environment within the direct sales channel of Health Insurance, Life Insurance, General Insurance, or BFSI.
Proven track record in hiring, developing, managing, and retaining frontline sales teams.
Strong understanding of Delhi NCR markets, with the ability to operate across multiple locations and regions.
Sound knowledge of health insurance products, including features, benefits, exclusions, and customer needs.
An established local network and strong market connect across Delhi NCR. Ownership of a vehicle and willingness to undertake extensive daily field travel.
Comfort operating within a highly field-oriented and target-driven environment.