Job Description — Regional / Cluster Manager/ Area Manager

Job Identification

Job Title Regional / Cluster Sales Manager/ Area Manager

Function Bancassurance / Distribution

Department Growth

Role Purpose

The Regional / Cluster Sales Manager is the regional
execution owner for the Bank bancassurance relationship.
The role translates the central account strategy into
measurable branch and field execution across the assigned Regional Office.
The Regional Manager is accountable for regional business
performance, branch activation, FOS productivity, bank-employee engagement,
pipeline management and resolution of local execution issues.
The role serves as the operational bridge between the
Account Manager, Bank Regional Office, branches and Kshema's field
organization.

Key Responsibilities

A. Regional Bank Relationship

Own day-to-day relationship management with the assigned

Bank Regional Office.

Develop effective engagement with the RO Head and relevant

officials.

Conduct structured regional performance reviews.
Obtain appropriate support for branch activation and

approved business initiatives.

Escalate account-level matters to the Account Manager.

B. Regional Business Planning

Translate allocated regional targets into

branch/cluster-level plans.

Segment branches by opportunity.
Identify priority, dormant, developing and high-potential

branches.

Develop crop-season activity plans.
Maintain regional pipeline visibility.
Plan FOS allocation based on opportunity and travel

feasibility.

Develop corrective plans for underperforming branches or

territories.

C. Branch Activation & Productivity

Maintain visibility of

-Total branches
-Activated branches
-Productive branches
-Dormant branches
-High-potential branches
-Low-performing branches
-Establish intervention plans for each major
segment.
-Ensure branch activation translates into
sustained productivity rather than one-time activity.

D. FOS Management

Allocate branches and territories to FOS.
-Define daily and weekly activity plans.
-Review branch visits and customer activities.
-Conduct regular field coaching and joint visits.
-Monitor pipeline quality and conversion.
-Identify productivity gaps.
-Coach underperforming employees.
-Maintain appropriate attendance and field
discipline.
-Escalate manpower or performance issues when
required.

E. Bank Staff Engagement

Build working relationships with Branch Managers.
Engage relevant branch employees.
Conduct approved product and process briefings.
Encourage appropriate lead referral and customer
identification.
Communicate approved campaigns.
Resolve field-level implementation issues.
Recognize and replicate successful branch practices where
permitted.

F. Business Funnel & Conversion Management

Monitor the complete regional funnel:

Lead → Customer Interaction → Quote/Proposal → Documentation

→ Policy → Renewal

Track

-Lead volumes

-Quotes

-Proposals

-Policies issued

-Premium

-Conversion ratio

-Pending cases

-Renewals

-Require clear reasons for significant drop-off

or pending cases.

G. Rural & Farmer Outreach

Coordinate and supervise

-Farmer awareness programmes
-Customer meetings
-Village-level outreach where appropriate
-Branch/customer camps
-Seasonal agricultural campaigns
-Crop-calendar-linked engagement
-Ensure only approved product and communication
material is used.

H. Operations & Service Coordination

Coordinate local resolution of

-Documentation gaps
-Proposal deficiencies
-Policy issuance delays
-Customer queries
-Pending cases
-Claims support requirements
-Service escalations
**Technical decisions remain with authorized Operations,
Underwriting and Claims teams.

I. MIS & Performance Reviews

Maintain

Daily FOS activity report

Weekly branch performance report

Regional sales funnel
Premium tracker
Branch activation tracker
FOS productivity tracker
Training tracker
Issue/action tracker
Monthly business review
Ensure data quality rather than merely report submission.

J. Compliance

Monitor branch and FOS execution for

Accurate product communication
Proper documentation
Customer consent

Approved

sales process
Ethical selling
Data confidentiality
No mis-selling
Compliance with bank and insurer
guidelines
Escalate material concerns
immediately.
Cluster Sales Manager/ Area Manager should be result
oriented and should be striving for appended outcomes:
Regional Business Delivery Regional target achievement
Branch Activation High active/productive branch penetration
FOS Productivity Productive and disciplined field
organization
Bank Engagement Strong Regional Office and branch relationships
Sales Funnel Healthy lead flow and conversion
Renewal Strong eligible renewal conversion
Service Timely issue resolution
Training Effective branch/FOS capability
Compliance Quality and compliant sales
MIS Accurate and timely regional visibility

Qualifications & Experience

Graduate from a recognized institution.

Postgraduate/MBA qualification desirable but not essential.

Experience in insurance, banking, bancassurance, rural

distribution or financial-services sales preferred.
Team-handling experience strongly preferred.
Rural/agricultural-market exposure desirable.
Ability and willingness to undertake substantial field
travel.

Functional Competencies

Regional sales management

Bancassurance

Branch activation
Funnel management
General insurance
Crop/agriculture insurance
awareness

Team productivity management

Sales coaching
MIS analysis
Customer-service coordination
Compliance awareness

Behavioural Competencies

Execution orientation

Team leadership

Relationship building

Coaching

Problem solving

Accountability

Planning

and prioritization

Communication

Adaptability

High field orientation

cluster manager