This document summarizes an interview with Mr. Ahmad Rehaan, the Area Sales Manager at ICICI Bank for their insurance channel sales and bancassurance partnerships. Some key points: - Mr. Rehaan has over 12 years of experience in sales, marketing, and client management in the general insurance industry. - He discussed his career progression from Assistant Sales Manager to his current role as Area Sales Manager overseeing a team of 40 people. - As an Area Sales Manager, his typical day involves checking emails, interacting with his sales team, meeting with bank officials, and reporting daily sales numbers. - One challenge has been competing with another insurer also partnered with ICICI Bank for

1. JAMIA HAMDARD UNIVERSITY
Manager’s Interview
Principles of Management
​Submitted by,
Sadiah
Sidra khan
Paimana
Muzhgan
​ MBA (General)

2. Mr. Ahmad Rehaan
Area sales Manager -
Retailing Sales and
Bancassurance (ICICI
BANK LTD- as channel
Partner)
Dynamic and diligent
professional with a successful
career span of 12+ years in the
area of channel sales,
Bancassurance sales,
Marketing, Relationship
management, Client serving in
General Insurance.

3. Company Background
ICICI Lombard General
Insurance Company Limited is
one of the leading private sector
general insurance companies in
India. It is engaged in general
insurance, reinsurance, insurance
claims management and
investment management. The
company has a Gross Written
Premium (GWP) of Rs 126
billion(FY 2018). The firm offers
policy insurance and renewa
through its intermediaries and website. It
markets assurance products including Car Insurance, Health Insurance,
International Travel Insurance, Overseas Student Travel Insurance, Two
Wheeler Insurance, Home Insurance and Weather insurance. ICICI
Lombard has 253 branches spread across the nation.
What Does It Do
The organization provides general insurance solutions to secure you and your
family against unexpected and untoward events. With ICICI Lombard, you can
avail protection solutions for business, personal and project liabilities across
rural as well as urban areas in India.
VISION
To become the most value creating and admired risk solutions company in India, with a
global footprint.

4. Q & A with Mr. Rehaan
Q1- How long have you been in this position?
Ans- 2 years 11 months.
Q3- What has your career path been to this date?
Ans- After PG, he has started his career with Aditya Birla
group as an Asst. Sales Manager for 2 years. Later on, he
joined ICICI Lombard as a Unit Sales Manager ( Junior
level management) . After 3 years he has been promoted
as Sales Manager. At present he is working as Area Sales
Manager and handling a team size of 40 people including
Unit sales managers and Sales managers. He is now
expecting his promotion next month after successfully
completion of this financial year. He’ll become Associate
Vice President.(Senior level Management.)
Q4- Describe a typical work day, including your duties
and responsibilities.
Ans- Being in channel sales person, Mr. Rehaan starts his
day by checking all his mails, handling escalations and
channels issues. Post that he start interacting with his
teams motivating them to sell the product and increase

5. business penetration .Further he makes sure to meet
ICICI Bank mortgage officials and motivate them to push
insurance sales. He also attend HNI customer calls if that
is lined up to support team.At the end of the day he collate
for the day and month till date business numbers from
team and share the same to seniors.
Q5- What are the most critical problems that you have
encountered over the past years?
Ans- ICICI BANK mortgage business has insurance tie up
with sister concerns ICICI Lombard GIC Ltd and ICICI
Prudential LIC Ltd. Both companies had their mortgage
insurance product to cater the ICICI BANK mortgage
customer. There was an internal competition between
ICICI Lombard and ICICI Prudential LIC ltd for selling
insurance to the customers. Both companies target same
customer for their insurance products.
Q6- What are the most critical problems that you
expect to encounter in future?
Ans- There was a change at ICICI BANK MD level from
Mrs. Chanda Kochhar to Mr. Sandeep Bakshi.There has
been a lot of changes have taken place in group
companies’ products and processes after that.

6. After the instruction of Mr Bakshi, first time in the
industry,ICICI Lombard and ICICI Prudential joint hand
and form a new product for ICICI mortgage customers.
Now the challenge for both companies is to focus on unit
penetration and Premium to disbursal ratio.
Q7- What are the most critical skills needed to be a
successful manager in your line of work?
Ans- To be a successful manager, you must be a good
leader.
Discipline
Good motivator
Communication
Knowledge about your product and competitors product
Q8- What are the major reasons that managers fail in
the position like yours?
Ans- Not focus on relationships
Indiscipline
lack of communication
Lack of planning
Being or acting busy all the time.
No mentor.

7. Q9- What are the outstanding skills of other effective
managers that you have known?
● Understanding team dynamics and encouraging good
relationships.
● Delegating effectively.
● Motivating people
● Managing discipline and dealing with conflicts.
Q10- What advice would you provide to someone still
in college pursuing a managers career?
Mr. Rehaan said “If you want to be successful in your
career you must acquire all the leadership qualities that I
have already discussed. Such as discipline, delegation
and empowerment, empathy towards your subordinate,
good communication skills, confidence, commitment and
passion”.Besides he also advised to choose major and
minor subjects thoughtfully. Your minor must complement
or support your major, he added.
Q11- On a scale of 1(very rarely) to 5(constantly) , can
you rate the extent to which you use the following
skills or behaviours during the work day?
1. Managing Personal Stress- 3
2. Managing time-4
3. Facilitating group decision making-5
4. Making private decisions-3
5. Recognising, Defining, and Solving Problems -5
6. Using verbal communication skills -5