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Vinay Bajla

SALES | INSURANCE | INNOVATION & DESIGN | PROJECTS

Summery 

Results-oriented and ambitious sales practitioner with 12 years of expertise in variety of sales-focused settings. Adept at working effectively to achieve organizational sales objectives in individual and cross-functional team environments. Skilled in developing comprehensive and effective customer centric enablers that optimize market opportunities, client retention and sales growth. Distinguished background in pioneering and implementing transformational projects. Exemplary change agent with the ability to analyze issues, devise continuous improvements and co-create business strategies that equip teams builds capacity, enhances productivity and creates sustainability in business. Efficiently lead, constructed and maintained a large sales force by hiring, developing and motivating groups of skilled professionals. Exemplary communicator with the passion and drive needed to cultivate and foster professional and profitable relationships while maintaining trust.

Professional expertise 


Business Development

Rewards and Recognition

Market Outreach

Relationship Building

Hiring and Recruitment
Design Conceptualization

Performance Management

Team Management
Assimilation/Execution 
Interpersonal CommunicationCustomer Engagement
New Market Discovery
Team & Culture Building
Contribution Events
Coaching/Development
Customer Service
Best Practices sharing
Promotional Activities
Channel Relations
Market Segment/Mapping
Change Management
PC Skills (Windows OS) 
Project Management
Process Improvement

Work History

Apr 2014Present

AVP- Sales Innovation and Design 

Birla Sunlife Insurance company Limited 

Core objective is to build sustainable and competitive advantage by creating excellence in all our practices in BSLI

 Responsibilities:

  • Responsible for Innovation and design with a core vision of strengthening BSLI’s customer centricity
  • Redefined business models, measures and roles based on 3 broad framework- Capacity, Productivity and Sustainability
  • Designed and implemented digital/paper tools as a differentiator for BSLI that creates value for insurance by empowering customers to discovery and identify their own needs and solutions  
  • Established a culture of “contribution first “ as an outreach strategy that helps in accessing a large pool of customers in a manner that engenders trust    
  • Designed the 4 stage hiring model for human resource that increases employee referrals, curb attrition and saves cost by hiring right   
  • Lead coaching and capacity building programs that inspires and shares best practices within the system with the core objective of building commitment and learning
  • Co-created processes, systems and capacity transfer programs along with multiple stakeholders to ensure seamless execution and assimilation of core ideas.  
  • Leveraged all the key dimensions of business be it marketing, products, training, it, hr, planning towards a common objective of building customers trust surplus for the organization    
  • Assisted leadership team on business reviews at the chairman’s office, strategic meetings with JV partner Sun Life Financials and prospective partners such as leading bank/brokers for business alliances     
  • Alignment with other channel heads such as Banca, Third party distribution and Group business that lead to position our offerings across all segments of customers in the country.
  • Developed a differentiator for Insurance as a value propositions specific to segments, primarily with Sme, Doctors, Nri, Hni, and Multiple profiles of individuals.  
Apr 2013Mar 2014

Regional Head - Mumbai & Rest of Maharashtra

Birla Sunlife Insurance Company Limited

Primary focus is on business development with responsibility of achieving business numbers, product positioning, marketing strategies, planning and problem solving. 

 Responsibilities:

  • Responsible for handling the highest annual business targets among peers pan India.
  • Launched numerous cost effective reward and recognition platforms, for different sales hierarchies that drives sales and create that necessary spike in business   
  • Constant assessment of market changes, trends, relationship needs, and revised business plan (visits, trainings, Human resource etc) accordingly.
  • Responsible for developing/prioritizing business plans that achieve and exceed sales targets for all the assigned locations .
  • Building and maintaining strong relationships with senior managers and serves as the initial contact for problem resolution.
  • Leads or coordinates training, new launches and conference calls for sales force and branch heads.
  • Maintains successful relationships with internal clients including Marketing, Compliance, Underwriting and Operations.
  • Downloading ongoing knowledge on industry trends, UW regulations, advanced marketing concepts and company products.
  • Consistently look for “value adds” through service and selling ideas.
Jan 2010Mar 2013

Asst. Regional Head

Birla Sunlife Insurance Company Limited

Primary task is to attract, hire and train sales teams with an overarching focus on business numbers and commitment build-up. Due to absence of leadership in Mumbai for some time I had to demonstrate Activity Model Leadership focusing more on inputs than output; create and reinforce a culture of achievement and teamwork.

 Responsibilities:

  • Responsible for developing/prioritizing business plans that achieve and exceed sales targets for all the assigned locations .
  • Proactively sets sales meetings visits and prepares agendas in advance, summarizes next steps and follows through on commitments.
  • Partners closely with assigned Internal stakeholders, providing continuous communication on sales ideas in order to advance sales within region.
  • Actively managing informal/formal applications to maximize placement and production.
  • Reports sales activity and production as required.
  • Ensure growth and retention of sales force keeping attrition under control at all times
  • Building and maintaining strong relationships with senior managers and serves as the initial contact for problem resolution.
  • Leads or coordinates training, new launches and conference calls for sales force and branch heads.
Apr 2008Dec 2009

Territory Head- Kolkata & suburbs of Kolkata

Birla Sunlife Insurance Company Limited

Responsibility

  • Establish and supervise locations in and around Kolkata.
  • Achieving sales objectives
  • Hiring branch leadership and build a team of successful sales managers within 6 months.
  • Penetrate and develop new business opportunities
  • Develop and implement a profitable and geographically comprehensive prospecting initiative, targeting high potential customers
  • Finding solutions to customers needs
  • Proactively sets sales meetings visits and prepares agendas in advance
  • Reports sales activity and production as required.
  • Maintains successful relationships with internal clients including Marketing, Compliance, Underwriting and Operations.
  • Maintains ongoing knowledge on industry trends, UW regulations, advanced marketing concepts and company products.
Jun 2007Mar 2008

Branch Head

Insurance Company Limited

Responsibilities:

Responsible for branch sales and operations as a Profit Center. Accountable for 30 Front line Sales Managers.: Successfully shown the growth of 200% Annual Premium with an absolute volume of 30 Cr. Top 3 branch head, Pan India on over all KPI

Jan 2004May 2007

Unit Manager-Area Sales Manager

Icici Prudential Life Insurance Company Limited

Responsibility as an ASM:

Achieved pre-set business targets on premium, case count, active agents and various KPIs for designated units. Managed the daily activities of two branch offices, such as recruitment sales managers, business call tracking, claim processing, joint field work, training and development of financial advisor etc. Hired new insurance agents and provide updates to the regional manager regarding operating results, insurance trends, and competitor methods was one of my forte. Leads and directs all branch staff.

 Responsibilities as a Unit - Sr AM:

  • Source new business through quality recruitment and training of Insurance Advisors
  • Formed and developed business segments as per company strategy
  • Ensured and maintain productivity levels of 2 Policies/month per agent as prescribed by the organisation
  • Established the brand image with both internal as well as external clients
  • Lead a highly energetic team of 45 Advisors with a mix of financial professionals, commission agents, house-wives, self employed and retired individuals.  
  • Setting targets every month for the agent sales team and drive them to achieve it.
  • Formulating sales strategies for different products and achieving target
  • Training, motivating and development of team members on a regular basis.
  • Demonstrate Sales acumen, result oriented attitude, ability to work in high pressure environment and have the ability to work in high pressure environment
  • Keeping the team abreast with industry knowledge and latest development

Education

20022004

M.B.A in Marketing

Institute of Chartered Financial Analysts of India

Hyderabad- Kolkata 

19962001

B.Com

Sydenham College of Commerce and Economics 

Mumbai University 

19962001

Schooling - 10th 

Birla Vidya Mandir- Boarding school  

Nainital, Uttaranchal