Circle Head- HDFC BB- Bangalore

• Job Purpose Drive business and achieve targets through allocated region/area. Nurture and maintain the relationship with the channel partner for the incremental development of the business contributing by the relation and help/supervise them for the smooth function of the business process flow. Manage a team of Sales Managers to maintain the proper process of doing valued business for the organisation. 2) Dimensions
  
  

What are the areas (in quantitative terms) the job has an impact on?

Dimension Remarks

• Manpower (Nos.) 5-6 Cluster managers depending on the regional spread Indirect – could range from 50 to 75 FLS ( 1 Cluster Manager * 10)
• Business Impact Xxx
• Target - (Individual ) Annualized Premium (AVG)– 50 to 70 Cr Complete accountability of the Sales Target of the Vertical which has a direct impact on the Relationship’s top-line target.
• Customer Complaints 0 Customer Complaints At HDFC Customer Complaints are critical and hence every vertical head will look personally
• Persistency 80% Premium Persistency 80% Policy Persistency Drive 13 month Rolling Premium Persistency 3) Job Context & Major Challenges (What are the specific aspects of the job that provide a challenge to the jobholder in the context of the Unit/Zone? Key Challenges for the role –
• High dependency on HDFC Bank relationships in Open Architecture scenario, where they may have their own priorities so alignment is the key. ? Balancing between the process requirement and expectations of the Channel partners
• Principal Accountabilities Accountability Supporting Actions Ensure achievement of Targets (Premium & Revenue) in order to contribute in overall growth of the company
• Continuous interaction ( as per RH / ZH's defined grid ) with the channel partners/Circle Heads of the Zone
• Mapping all the key decision makers & build 2-BAN.SL.1.1
  
  

BSLI – Confidential

Job

Description

HayGroup ?? 3 review mechanism per mapping basis decided Intervals

• Aggressively downloading all the RnR activities to be run by BSLI
• Innovative ways to download the R&R acti Ensure smooth function of the sales and other processes in order to maximise business potential.
• Communicating any product changes, process change or change in any rules and regulations (internal / IRDA) with the help of different training module.
• Supporting in the actual sales and service aspects including sales calls, issuance and complaint handling Relation Ship Management: Open Architecture
• To Handle Bank customers requirements with the best services and products ranges
• To be equipped with insurance and Bank Products knowledge
• To manage the relationship at all the levels to have the desire out-puts. Drive effective channel management
• Work with the channel partner to effectively use R&R programs to drive desired behaviours
• Ensure efficient use of spent on Channel Partners which helps in achieving the end objective.
• Ensure achievement of desired levels of
• People Retention:10% ? Activisation of Teams:20% ? FYP ISSUED:50% ? NOPs:10% ? Product Mix: 10% (20%,Trad 50%: ULIP 40%: Protection 10%Monthly)
• 15% Business More than TATA Provide inputs for new products & Sales Pitch, basis an in depth understanding of Channel needs
• Identify training needs for the in-house and channel partner teams
• Position gaps / Vacancy to be filled within a TAT of T+15 Days
• Identify innovative methods working with the relationship to enhance penetration of the database
  
  

Ensure the right method of business acquisition in order get the profitable mix for the organisation

• Scrutinise the business on regular basis
• Maintain quality checks. Monitor Customer Complaints and adhere to defined resolution TATs - T + 72 Hrs
• Take necessary documented actions against defaulting employees on quality / conduct 2-BAN.SL.1.1
  
  

BSLI – Confidential

Job

Description

HayGroup ?? 4 parameters

Persistency

• Regular MIS flow and Communication with Channel Partners on T-30 Basis
  
  

( T Being the renewal date )

• Resolve queries as and when required to ensure that renewal takes place on time
• Fortnightly renewal status review mechanism to be followed internally
  
  

Building new business opportunities within the allocated area/relationships in order to maximise the productivity / Top Line

• Identify innovative methods working with the relationship to enhance penetration of the database
• SM Review Mechanism to have 40% Activation with 2 Case / Active @ 50K ATS to be focused
• Ensure Product Mix - Trad 50% : ULIP 40% : Term 10% 4. 15% Business More than TATA Provide inputs for new products & Sales Pitch, basis an in depth understanding of Channel needs
• Identify training needs for the in-house and channel partner team 5)
  
  

Job Purpose of Direct Reports

Sales Manager / Senior Sales Manager: To derive Insurance Business from assigned Relationship/Channel partner in an area or zone, to convince the relationship so they can convince their customer to invest in Birla Sunlife Insurance. To ensure all the pre and post sales support and services to the relationship as well as to the clients along with the team dedicated to the relationship. Ensure not only achieving the target but also to make sure there is a consistent growth in the business every quarter.