Circle Relationship Head- HDFC Bank- 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.

Job Context & Major Challenges

Job Context: 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.

Job Challenges:

• 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
  
  

Key Result Areas

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

KRA1 Ensure achievement of Targets (Premium & Revenue) in order to contribute in overall growth of the company 1. 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 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
  
  

KRA2 Ensure smooth function of the sales and other processes in order to maximise business potential. 1. 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
  
  

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 Drive effective channel management 1. 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
  
  

KRA5 Ensure the right method of business acquisition in order get the profitable mix for the organisation 1. 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 parameters
  
  

KRA6 Persistency 1. 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
  
  

KRA7 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

• 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%
• 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