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.

Dimensions

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

Dimension

Remarks

Manpower (Nos.)

10-11 depending Branch Spread

Business Impact

Xxx

Target - (Individual )

Annualized Premium (AVG)– 5- 10 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

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 –

Market Volatility as BSLI predominantly sell unit linkedpolicies
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 Channelpartners
Principal Accountabilities

Accountability

Supporting Actions

Achieve Targets (Premium & Revenue) in order to contribute in overall growth of the company

Continuous interaction with the channel partners ( Multiple Branch Heads of theBank)
Mapping all the key decision makersand

ensuring that the same information is shared with the RH/ZH

Aggressively downloading all the RnRactivities running by theorganisation.
Create Innovative ways to haveBranch Activities to increase thecustomer

penetration

Executes smooth function of the sales and other processes in order to maximise business potential.

Communicate any process change or changein any rules and regulations by the help of different trainingmodule.
Ensure that actual sales and service aspects including sales calls, issuance andcomplaint handling are carried out without anyblocks

Relation Ship Management: Open Architecture

To Handle Bank customers requirementswith the best services and productsranges
To be equipped with insurance andBank Productsknowledge

To manage the relationship at all the levels to

have the desire out-puts.

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

Identify innovative methods working withthe relationship to enhance penetration of the database
FLS Review Mechanism to have 40%Activation with 2 Case / Active @ 50K ATS to befocused
Ensure Product Mix - Trad 50% : ULIP 40%: Term10%
15% Business More than TATA Provideinputs for new products & Sales Pitch, basis an in- depth understanding of Channelneeds
Identify training needs for the in-houseand channel partnerteam

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

Scrutinise the business on regular basisand give the relevant information tosuperiors
Interact with the customers throughwelcome calls

Achieve Persistency targets as per the company norms so that renewals take place on time

Communicate with customersand
resolve queries as and when requiredto

ensure that renewal takes place on time

Senior Sales Manager

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