Hi, I’m
Abhijit Sinha
Kolkata,West Bengal
Overview
22
years of professional experience
Work History
Probus Insurance Brokers Pvt. Ltd.
Senior Training Manager
02.2023 - Current
Job overview
- Company Overview: www.probusinsurance.com
- Responsible for training Employees and Intermediaries
- Responsible for product, process and induction training for New Joiners (Both employees and intermediaries)
- Responsible for going on sales calls with new intermediaries for activation
- Responsible for soft skills trainings for employees
- Responsible for trainings for Specific Person Broking License Examination for employees
- Responsible for making presentations on products and processes for trainings
- Responsible for making content related to G.I. Products for LMS
- Www.probusinsurance.com
Cholamandalam MS General Insurance Company Limited
Sales Training Manager
12.2015 - 10.2022
Job overview
- Company Overview: www.cholainsurance.com
- Responsible for training Intermediaries and Employees on Products and Process.
- Responsible for Training PSU Bank Employees (Marketing and Sales Deptt.) on Products and Sales Pitch.
- Responsible for Training Bancassurance Employees (FSMs and Area Heads) on products, process and soft skills i.e. Negotiation Skills and Selling Skills.
- Conducting Product Launches in branches of PSU Banks (Bank of Baroda, Oriental Bank of Commerce, Union Bank of India, Vijaya Bank and Dena bank) along-with FSMs and in Regional Offices and Zonal Offices along-with Area Head and State Head.
- Responsible for conducting New Hire Orientation Programs for new employees.
- Responsible for Sales Promotion in PSU Bank Branches.
- Assisting employees and intermediaries for prospecting, to search for new customers.
- Negotiating with Bank Branch BMs/Senior BMs on discounts for premium of motor, fire, liability, marine, burglary and GHI and GPA Policies.
- Pitching for cross selling insurance products (Especially Health Insurance) to existing customers of PSU Banks.
- Tracking emerging insurance covers of competitors in the market.
- Offering Tailor-made Insurance Solutions to customers (Package Policies).
- Preparing Comparative Charts on covers, benefits and features and pricing of competitors.
- Responsible for attending Joint Sales Calls with FSMs and Area Heads.
- Preparing Training Need Analysis after taking feedback from Bancassurance Vertical Head and State Head for their team members.
- Responsible for keeping Bancassurance employees updated with latest underwriting changes and process guidelines through regular Refresher Trainings.
- Www.cholainsurance.com
Reliance General Insurance Company Limited (An Anil Dhirubhai Ambani Group Company)
Zonal Sales Training Manager
01.2014 - 12.2015
Job overview
- Company Overview: www.reliancegeneral.co.in
- Responsible for training Intermediaries and Employees on Products and Process.
- Responsible for conducting New Hire Orientation Programs for new employees.
- Responsible for Sales Promotion.
- Assisting employees and intermediaries for prospecting, to search for new customers.
- Negotiating with customers on discounts for premium of motor, fire, liability, marine, burglary and aviation insurance products.
- Pitching for cross selling insurance products to existing customers.
- Finding the right insurance product (Health Insurance) for customers after analyzing the benefits and features and pricing of the products according to the need of the customer.
- Tracking emerging insurance covers of competitors in the market.
- Offering Tailor-made Insurance Solutions to customers.
- Preparing Comparative Charts on covers, benefits and features and pricing of competitors.
- Responsible for attending Joint Sales Calls with Sales Managers regularly.
- Preparing Training Need Analysis after taking feedback from different Business Vertical Heads for their team members.
- Manage the Bancassurance employees by keeping them updated with latest underwriting changes and process guidelines and train them accordingly.
- Responsible for promoting sales through road shows.
- Handing over Insurance Documents to clients and explaining the important points in the Policy Wordings so that they are aware of making legitimate claims only.
- Responsible for visiting all branches in East Zone every Quarter and review the achievements and performance of the sales force and identify the training and skill enhancement needs of all.
- Train VLEs (Village Level Entrepreneurs) and RAPs (Rural Authorised Persons) to run CSCs (Common Service Centers) according to the e-governance guidelines of Government of India for penetration of Non-life Insurance in rural parts of India.
- Www.reliancegeneral.co.in
L & T General Insurance Company Limited (A wholly-owned Subsidiary of the L & T Group)
Zonal Sales Training Manager, later promoted to Channel Head for Alternate Sales Channel (Variable Agency Channel)
12.2010 - 12.2013
Job overview
- Company Overview: www.ltinsurance.com
- Monitor daily business log-in of each Agency Manager.
- Conduct daily huddles in the morning with team to discuss the agenda of the day.
- Visit customers (Individual and Corporate) for closing sales calls.
- Focus on product mix – Health, Fire, Marine, Liability, Motor, Aviation and Engineering insurance for top line achievement.
- Monitor MTD (month till date) and YTD (year till date) targets regularly.
- Conduct weekly meetings over conference calls and video conferencing with distant branches.
- Review monthly and quarterly achievements of team.
- Attend customer calls for sales, claims and grievances.
- Resolve customer queries related to claims and operations – policy issuance and dispatch.
- Calculate premium as per the rates set in chart and offer appropriate discounts and loadings on case-to-case basis as per company grid.
- Work closely with operations team for policy issuance by diagnosing discrepancies and resolving them.
- QC all requisite documents provided by customers as mentioned in the Proposal Forms and minimize discrepancy.
- Survey sites and assets of customers to investigate if claims made are legitimate.
- Inspect factories and properties whose sum insured quoted by customers above INR 50 million and prepare report of age, type of building, quality of construction, amount and number of stocks, safety measures available and safety devices installed, age and working condition of machinery, age and working condition of electronic equipments to be insured, available requisite registers for different purpose and distance of premises from river/sea and fire station.
- Prepare comparison charts of features and benefits and pricing of similar types of insurance products of competitors available in the market so as to show customers why to buy our products.
- Cross sell insurance products to existing customers.
- Keep track of renewal of insurance policies (especially motor, marine, health, fire and liability) of existing customers and retain them. Retention Target for any given year is >/= 65% of previous year’s business.
- Participate in sales promotions and conduct monthly road shows to spread awareness of non-life insurance.
- Maintain MIS of policy issuance, claims disbursement and renewal retention month on month.
- Visit new hospitals to meet CMOs (Chief Medical Officer) and ensure tie-up for cashless facility for existing health insurance customers and the new buyers of our health insurance policies.
- Meet lawyers in MACT (Motor Accidents’ Claims’ Tribunal) court and resolve discrepancies to speed up payment of claims of third party motor accident policies.
- Www.ltinsurance.com
Birla Sun Life Insurance Company Limited (A wholly-owned Subsidiary of The Aditya Birla Group)
Business Development Manager
04.2009 - 12.2010
Job overview
- Company Overview: www.birlasunlife.com
- Responsible for training Intermediaries and Employees on Products and Process. I also have to take Induction Training for new joiners (both employees and intermediaries).
- Responsible for Sales Promotion.
- Pitching for Sales.
- Suggestions to Intermediaries, Employees and Customers on types of Insurance Coverage.
- Providing support for claim documentation.
- Scrutinising policies.
- Offering Tailor-made Insurance cum Investment Solutions through investment plans like ULIPS (Unit Linked Insurance Plans), which are linked to the market and work on NAVs.
- Cross-selling Insurance Products to existing clients.
- Directly sell Term Insurance Policies and TROPs (Term Policies with Return of Premiums) to high net-worth customers.
- Visit large corporate groups for pitching Group Insurance Policies and Key Man Insurance Policies.
- Hand hold 20 intermediaries and 10 Sales Managers every quarter, monitor their performance, enhance their skill sets and help them in meeting their sales targets through Joint Field Calls.
- Www.birlasunlife.com
American Express Global Services Inc.
Customer Care Executive
12.2007 - 04.2009
Job overview
- I was in a Sales Process by the name “Triumph”.
- I was responsible for selling Travel Insurance to American Express Card Holders in the USA whenever they travelled within USA or abroad. Data of customers (Name, Phone Numbers, Home Address and Card Details) using their cards to make transactions for Flight Tickets, Hotel Reservations or Holiday Package Bookings used to be given to us from the card transaction department. I had to make outbound sales calls to these customers.
- My C-SAT scores (Customer Satisfaction Scores) were always over 90% month on month.
- I met all my Targets in all parameters (Average Call Handling Time, Call Quality, Security of Data, Post Call Data Up-dating Work and Sales) every month.
- I had to mentor new joiners for the first 3 months and hand hold them post their product training by training them half day on the process and updates and monitoring their calls and giving them feedback on Call Quality for the next half of the day.
Bertelsmann Marketing Services Pvt. Ltd.
Subject Matter Expert
01.2004 - 12.2007
Job overview
- Contacting Emirates Frequent Flyer Customers through emails and chats to promote products and services and upsell and cross-sell products and services available on Skymiles (Website for Emirates Frequent flyer customers).
- Suggest addition and deletion of products and services to the Business Development Team of Skymiles based on customer requests and feedback.
- Follow-up for smooth and seamless delivery and processing of products and services booked by customers with different departments of Skymiles.
- Help customers register for the Skymiles program and also help them in upgrading their Skymiles Tier Status.
- Update promotional activities on the websites along-with the help of the IT Department of Skymiles.
- Inform customers about updates and promotions on the Skymiles website through mailers.
- Contact customers to inform on festive bonanzas and discounts through mailers.
Timeline
Senior Training Manager
Probus Insurance Brokers Pvt. Ltd.
02.2023 - Current
Sales Training Manager
Cholamandalam MS General Insurance Company Limited
12.2015 - 10.2022
Zonal Sales Training Manager
Reliance General Insurance Company Limited (An Anil Dhirubhai Ambani Group Company)
01.2014 - 12.2015
Zonal Sales Training Manager, later promoted to Channel Head for Alternate Sales Channel (Variable Agency Channel)
L & T General Insurance Company Limited (A wholly-owned Subsidiary of the L & T Group)
12.2010 - 12.2013
Business Development Manager
Birla Sun Life Insurance Company Limited (A wholly-owned Subsidiary of The Aditya Birla Group)
04.2009 - 12.2010
Customer Care Executive
American Express Global Services Inc.
12.2007 - 04.2009
Subject Matter Expert
Bertelsmann Marketing Services Pvt. Ltd.
01.2004 - 12.2007
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