SANJUKTA SEN

• Leading strategic initiative for High Net worth Segment in North, Central & North East India (55 branches, 1100 plus managers and 2000 plus top channel partners) with an objective of business development, client acquisition &retention in High Networth segment to increase average ticket size & productivity of sales force & build clientele for business insurance, NRI services & pension
• Million Dollar Round Table Program- Driving qualification for the highest international recognition platform in financial services from recruitment, identification of probable, launch, catering to learning requirements through classroom & digital intervention, goal setting across hierarchy, engagement activities, filed support , governance calls & MIS
• Channel Development - Evolution & implementation of distributor recruitment initiatives & business opportunity presentations in preferred segments (CA, homemakers, SME & MSME owners, financial distributors, medical practitioners, real estate)
• Channel Management - Designing & execution of L&D sessions, engagement activities & reward & recognition programs (physical, digital & phygital) for life advisors & employees to propel qualification for MDRT & international conventions
• Business Development- Client Acquisition in NRI, Business Insurance, Retirement (Pension, NPS, QROPS) segment
• Corporate Alliances- Acquisition & retention of relationships with SME/MSMEs (for business insurance) & Government bodies,& PSUs, for retirement (NPS, Pension) & protection products
• Cross sell & Up sell: Retention & enhancement of relationship value of existing clients (lead management, awareness and engagement campaigns, training and alignment of cross functional stakeholders)
• Program participation- Augmenting employee & channel partner productivity through qualification in international conventions, top reward and recognition platforms (such as Power club, Icon Manager) and promotional contests
• L&D- Identification of learning requirements, designing content & delivering sessions (classrooms, digital & bionic platforms)
• Webinars, prospecting seminars & investor meets- Physical & digital mass client acquisition platforms for segments like NRI, SME/MSME, retirees, real estate and equity investors & existing clients (cross sell)
• Customer value propositions- Evolution & roll out of innovative solutions to fulfill requirements as per need analysis (cross sell, pensions, business insurance, and NRI)
• MIS support- Identification of opportunities, areas of improvement, competition analysis & maintaining cadence of governance discussions to ensure timely achievement of objectives of programs
• Collaboration with cross functional teams external stakeholders
• Event management- Conception, design & execution of R&R programs & award nights on grand scale

ACHIEVEMENTS

• Outstanding Rating for two consecutive years (FY21-22 & FY 20-21)
• Promoted from Chief Manager to Deputy Vice President -April'19
• Represented India at International Global Conference, March 2021 - “The Indian Story of Digital Adoption in Pandemic"
• Featured as one of the nine women in the organization for Nav Durga Campaign (October 2021): Ordinary Women Extraordinary Tales
• Chosen as one of six women sales leaders in the organization for the initiative: Trailblazing Women in Sales (March 2023)

AWARDS

• Annual award -Tied Agency Distribution Meet (April 2022) for contribution to MDRT program in FY21-22
• Annual award – GOA Convention (May 2022) for contribution to HNI Segment in FY21-22
• HOA Select Award 2020 (January) by Head of Agency for contribution to MDRT program

MILESTONES

• Established a robust and sustainable MDRT Culture end to end from conception, liasoning , roll out and execution leading to growth of MDRT count from 12 to 125 from 2017 till date (consistent YOY growth of 48% )
• Successful rollout of Digital Customer & Life Advisor engagement programs during pandemic generating premium of 5 crores and 1000 policies during lock down
• Acquisition of biggest annuity relationship in history of Kotak Life Agency of 5 crores in September 2020
• Acquisition of highest number of 1 crore plus new relationships in business insurance pan India from 2019 till date & established a stable super high value portfolio of business insurance
• Built and stabilised a network of 1000 plus chartered accountants in the zone under CA-The Unfair Advantage program
• Built a distribution network of 500 plus retirees from senior ranks of bureaucracy judiciary & defence under VIP code program

PROJECTS

• Agile workplace: Member of Executive Council project for establishing agile culture with emphasis on functioning of cross functional teams and empowering second line of management
• Transcendence: A project (with selected team of 20 members of middle management) for mentoring future women leaders exclusively as a part of broader diversity & inclusion and gender equality goals
• Setubandhan- Digital Client Engagement Program for client acquisition through webinars and digital prospecting sessions covering 2lakh plus participants generating premium of 8 crores &1000 policies across the country and in NRI segment
• VIP License- Distribution acquisition program for recruitment of senior retirees from bureaucracy, defense, judiciary, and industrialists with an objective of building long term association through MDRT qualification
• CA: The Unfair Advantage- Channel management program for recruitment, retention &revival of channel partners from the fraternity of Chartered & Cost Accountants & tax practitioners leading to establishment of a network of 1000 plus CAs across the zone sourcing 35 percent of premium (approx70crores) through business insurance and individual retail solution

• Launch & consolidation of strategic initiative for High Net worth Segment in North India (15 branches, 300 managers and 500 top life advisors) to increase average ticket size & productivity of sales force
• Million Dollar Round Table Program- Planning, organising and implementation of MDRT program in branches for driving qualification for the highest international recognition platform in financial services end to end, from identification of probable, catering to learning requirements through classroom & field intervention, goal setting , engagement activities, filed support & governance calls & MIS
• Evaluated hiring, firing, and promotions requests.
• Channel Development - Recruitment activities in preferred segments like chartered accountants, affluent homemakers, business owners (SME & MSME) and leading financial distributors
• Channel Management - Designing & execution of L&D sessions, engagement activities & reward & recognition programs for life advisors & employees to propel qualification for MDRT & international conventions
• Business Development- Client Acquisition and port folio management in High Networth segments
• Top Performer Productivity- Development of programs for enhancement of productivity of top twenty percent employees through skill building sessions, structured monitoring and field support to enhance their earnings & progression
• L&D- Identification of learning requirements, designing content & delivering sessions
• MIS support- Identification of opportunities, areas of improvement, competition analysis & maintaining cadence of governance discussions to ensure achievement of objectives of programs as per timelines
• Collaboration with cross functional teams & liaison with external stakeholders for execution of programs

ACHIEVEMENTS

• Promoted from Chief Manager to Deputy Vice President -April 2019
• Selected representative for MDRT Day India in Februaury 2019

MILESTONES

• Successful launch of MDRT program end to end with growth of MDRT count from 12 to 32 in 2 years ( YOY growth of 65% ) with average annual first year premium of Rs.25 crores approx
• Acquisition of first ever 1 crore plus business insurance annuity relationship in Delhi in March 2019

PROJECT

• My Team 25- A structured fortnightly life advisor engagement program through classrooms and digital platforms for sustainable MDRT & international convention qualification on mission mode through branch managers and training managers which led to growth of MDRT qualifiers from 17 to 125 in 4 years and has been adopted as national initiative

• Leading and turning around the performance of the branch by driving the tied agency distribution channel comprising of Sales Managers, tied agents and other channel partners
• Achievement of designated goals pertaining to first year premium, distribution build up, retention, & productivity
• Acquisition of channel members (comprising of retail individual agents, corporate distribution houses and multilevel marketing network) through execution and monitoring of recruitment campaigns and conducting business opportunity presentations
• Leveraging business through training initiatives and its delivery
• Hiring people development, performance & attrition management
• Regular goal setting, monitoring, review of team members to facilitate career progression and fulfillment of business goals
• Daily monitoring of sales process to ensure ideal input activities & minimize the gaps
• New business development in different market segments (Retail, High Net worth Individuals, SME &Big Corporate Houses)
• Client acquisition for business insurance services- Key man policies, Partnership Insurance, Employer employee Insurance
• Client retention (persistency) & cross sell
• Evolution of value propositions for Traditional products, Retirement Solutions &ULIPS)
• BTL activities and campaigns to facilitate lead generation
• Structuring local reward and recognition programs

MILESTONES

• Successful revival of a low performing branch to a leading contributor with 500% YOY growth
• Branch ranked pan India no.2 among 118 branches on premium written on books in November 2015

PROJECT

• Project Lakshya for bringing up low performing branches up the productivity curve,ranking pan India no.1 in premium achievement among branches under the project

• Launch & management of new distribution channel- ‘Home to Home “ comprising of individual commission agents for sourcing personal loans in Eastern India including West Bengal, Orissa, Jharkhand and Chhattisgarh
• Productivity of a team of Officers, Tele-callers, and Channel Partners across a network of 20 Branches in Eastern India
• Achievement of business goals pertaining to disbursal volume, units, ticket size, collection & cross selling
• Building up of distribution through recruitment campaigns
• Management of cost of acquisition of business
• Designing of incentive schemes, internal contests, and other marketing activities to enhance performance of the channel
• Adherence to auditory and compliance norms

MILESTONES

• Consistently among top three locations a pan India with respect to the business generated by Home-to-Home Channel
• Secured best rating (1) in appraisal for year 2007

• Leading a business unit comprising of Sales Managers (first line managers), Insurance Managers (FOS) & Channel partners to ensure fulfillment of designated business goals through the distribution network
• Consistent fulfillment of organisational objectives pertaining to first year premium, agent activation, retention & productivity,
• Expansion of distribution network through recruitment initiatives, career seminars and regular supervision of input activities
• New talent acquisition, people development, performance management and attrition management
• Business development in different market segments (Retail, High Net worth Individuals, SME &Big Corporate Houses)
• Planning and execution of strategies for client retention (persistency norms) &enhancement of relationship value (cross sell)
• Competition analysis & consumer life cycle need analysis to formulate effective value propositions for retail & corporate clientele
• Input activity tracking through MIS, performance review and coaching of team members & channel partners to achieve cadence daily business process leading to achievement of business
• Formulation and implementation of BTL activities and campaigns to facilitate lead generation
• Structuring reward and recognition programmes for sales force

MILESTONES

• Launch & consolidation of new business unit in Jun’08 through a consistently performing, & sustainable retail distribution network with a total first year premium collection of INR 78,000,000 from September 08 - June2014
• Successful transition of business unit during shift of regulatory framework in 2010 and 2012
• Generated INR 1,30,00,000 of first year premium for FY 2013-2014
• 120% on weighted goal sheet
• No.1 ranking at Pan India Level in YTD SM productivity for Q1 of 2012 out of 411 Agencies
• Career progression/promotion of 90% of the team members and created leaders from team members

AWARDS

• Team Icons in 2009 for being amongst the top 3 agencies among 55 agencies of East in OND 2009
• Director’s Certificate of Excellence in Aug’010 for being amongst the top 50 agencies at PAN India level
• Director’s Certificate of Honour “Fly High” in JAS and OND 2010 for over-achieving quarterly premium targets for both quarters
• Centurion’s League for over-achieving Q1 Targets in 2011

PROJECTS

• Launch of distribution channel of Insurance Managers in 2012 with noteworthy results in terms of productivity & cost
• Conceived and implemented a client servicing and retention program targeting orphan clientele of estranged bancassurance partners that generated revenue of Rs.24,000,000 in FY 2012-13 and FY 2013-14

• Leading a team of Life Advisors to realize business goals pertaining to first year premium, number of lives & agent activation
• Recruitment of channel partners through identification and screening of appropriate profiles, career counseling & interview
• Consistent delivery of business targets pertaining to first year and renewal premium collection
• Training of sales force pertaining to products, processes, soft skills, markets & competition
• Development of financial solutions and portfolio of clients in retail and HNI segments
• Designing and delivery of presentations to corporate houses and educational institution for lead generation
• Formulation and implementation of local brand promotional campaigns in educational institutions & housing complexes

MILESTONES

• Acknowledged as the All India Champion in recruitment for FY 2005-2006 amongst 650 Sales Managers across the country in the organisation
• Successfully qualified for, ., South Africa in a countrywide contest in Jul’06
• Distinguished efforts in transforming a batch of MBA summer trainees into efficient sales professionals

• Development of new relationships for liability products in retail market
• Enhancement of relationship value of existing customers
• Cross selling of insurance, gold coins, RBI Bonds and foreign currency, foreign travelers’ cheques
• Handling financial portfolio of High-Net-worth Individuals
• Customer relationship management (with exposure to CRM software-Siebel)
• Six sigma compliance in quality of service
• General banking operations (Cash, Remittance, Account Opening, Forex,Inventory, SQL audit)

MILESTONES

• Awarded for being one of the top performers with respect to sale of gold coins on a country wide basis
• Consistent winner of competitions -Eastern Region for establishing new relationships in liability products segment