Area Manager Chennai HDFC

Job Purpose

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.

Job Context & Major Challenges

Job Context: 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.

Job Challenges:

• Market Volatility as BSLI predominantly sell unit linked policies
• High dependency on HDFC Branch Banking Model in Open Architecture who may have their own priorities so alignment is the key.
• Balancing between the process requirement and expectations of the Channel partners
  
  

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters)Supporting Actions (Max 1325 Characters)

KRA1 Achieve Targets (Premium & Revenue) in order to contribute in overall growth of the company 1. Continuous interaction with the channel partners ( Multiple Branch Heads of the Bank)

• Mapping all the key decision makers and ensuring that the same information is shared with the RH/ZH
• Aggressively downloading all the RnR activities running by the organisation.
• Create Innovative ways to have Branch Activities to increase the customer penetration
  
  

KRA2 Executes smooth function of the sales and other processes in order to maximise business potential. 1. Communicate any process change or change in any rules and regulations by the help of different training module.

• Ensure that actual sales and service aspects including sales calls, issuance and complaint handling are carried out without any blocks
  
  

KRA3 Relation Ship Management: Open Architecture 1. 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.

KRA4 Building new business opportunities within the allocated area/relationships in order to maximise the productivity / Top Line 1. Identify innovative methods working with the relationship to enhance penetration of the database

• FLS Review Mechanism to have 40% Activation with 2 Case / Active @ 50K ATS to be focused
• Ensure Product Mix - Trad 50% : ULIP 40% : Term 10%
• 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
  
  

KRA5 Execute the right method of business acquisition in order get the profitable mix for the organisation 1. Scrutinise the business on regular basis and give the relevant information to superiors

• Interact with the customers through welcome calls
  
  

KRA6 Achieve Persistency targets as per the company norms so that renewals take place on time 1. Communicate with customers and

• resolve queries as and when required to ensure that renewal takes place on time