Zonal Manager Agency Channel

Role : Zonal Manager Designation : AVP

Department / Function : Agency Career Level : 6

Direct Reporting : COA Indirect Reporting :

# of Direct Reportee's : # of indirect Reportee's :

Highest Education : Graduate / post-graduate

Experience : 12 - 15 years of experience in the Life

Insurance Industry of which 10+ years should have

managed Agency in Life Insurance industry

Job Objective

The Zonal Head - Agency Channel is a senior leadership role responsible for overseeing and driving the performance of

the agency distribution channel across a designated zone (e.g., North, East, West, South). Reporting to the Agency

Operations Head, this position focuses on achieving sales targets, expanding the agency network, and ensuring

operational efficiency within the zone. Zonal Head provides strategic direction, leadership, and support to Regional

Heads, agency managers, and agents, fostering growth, compliance, and customer satisfaction while aligning with the

broader objectives set by the Sales Head.

III. Key Responsibility Areas

# Key Result Areas Activities

Sales Target

Achievement

Develop and implement zonal strategies to achieve sales targets for life

insurance products (Traditional and ULIP).

Monitor sales performance across regions, analyze trends, and implement

corrective actions to meet or exceed targets.

Collaborate with the Sales strategy team to align zonal sales plans with

channel goals.

Agency Network

Expansion

Identify potential areas for expansion and oversee recruitment of new

Regional Heads, agency managers, and agents.

Conduct recruitment drives, assess candidates, and build a robust agency

network within the zone.

Ensure early licensing of business partners to enhance productivity and

earnings.

Leadership and Support

Provide coaching, mentoring, and guidance to Regional Heads and agency

managers to achieve performance goals.

Conduct regular performance reviews, set expectations, and maintain a

motivated and engaged team.

Act as an escalation point for Regional Heads on operational and client-

related issues.

Training and

Development

Organize training programs with the Training & Development Manager to

enhance product knowledge, sales skills, and compliance awareness.

Share industry trends and best practices with Regional Heads and agents

to drive continuous improvement.

Confidential

Support post-merger training initiatives to integrate and boost agency

performance.

Relationship

Management

Build and maintain strong relationships with key stakeholders, including

agency partners, high-net-worth (HNI) clients, and internal departments.

Address customer concerns, resolve conflicts, and ensure high levels of

customer satisfaction across the zone.

Represent the zone in discussions with Head Office (HO) on marketing,

payouts, and operational issues.

Operational and

Strategic Execution

Monitor and optimize operational processes across regions, ensuring

compliance with company policies and regulatory standards.

Implement best practices to improve efficiency and reduce costs within

the Zone.

Supervise budget adherence and resource allocation across regions.

Market Intelligence and

Reporting

Stay informed about market trends, competitor activities, and regulatory

changes, providing strategic feedback to senior management.

Prepare and present regular reports on zonal sales performance, market

insights, and operational metrics to the Agency Operations Head.

Contribute to payout structure design and employee benefit discussions

as part of the HO team.

Compliance Adherence Monitor agent's / Ims / UMs / RMs activities for compliance with regulatory

standards (e.g., IRDAI guidelines) and company policies, reporting issues

to the Unit Manager.

Attrition Management Develop strategies to reduce IM's attrition by fostering engagement and

addressing concerns promptly.

Conduct regular check-ins with UMs and RMs to maintain morale and

identify early signs of disengagement.

IV. Key Performance Indicators

Sales Target Achievement : Achieve 100% of zonal sales targets (premium volume) annually.

Agency Growth : Expand the agency network by 15% (e.g., new agents / managers) within the zone each year.

Revenue Growth : Increase zonal premium revenue by 15% YoY.

Agent Productivity : Improve average premium per agent by 10% through leadership and support.

Persistency Rate : Maintain an 85% renewal persistency rate across the zone.

Operational Efficiency : Reduce zonal operational costs by 5% while maintaining performance.

Compliance Adherence : Ensure 100% compliance with regulatory and company policies.

Training Coverage : Achieve 90% agent participation in training programs annually.

Customer Satisfaction : Attain a 90% customer satisfaction score based on feedback surveys.