Cluster Manager - HDFC BB - Gurgaon

Job Description

About the Health Insurance Industry –

While the current market sees more than 15 non-life players in the private space and 5 exclusive private players in the health insurance space trying to capture a sizable market share, the nationalised service provider (6) remains a strong competitor. In addition to this the business dynamics are such that the overall market on an annual basis which is to the tune of roughly 10,000 Crs sees close to 85 % of the business renewing with the existing service provider itself. This narrows down the opportunity of the fresh business actually being seriously fought in the market to approximately 1500 odd Crs. With the SME and the start-ups being the driving force of Indian economy, the opportunity to cater to these segments is immense and is increasing manifold year on year. The challenge here therefore remains as to how we capture a larger share of the opportunity by building specific solutions to cater each segment of the business. Also by creating an inexpensive and standardized solution to increase the reach into the pockets of channel partners across the country to harness on their captive business and explore new opportunities with them.

Market Opportunities – With the advent of medical advancements, lifestyle changes, change in Indian socio-economic scenario and Indian healthcare space, and the insurers are facing challenges to cater to the needs of this diverse clientele. Increasingly Indian clients have started considering health insurance partners as ententions of health advisers. In this scenario it becomes extremely important to understand their psyche and then deliver tailored solutions with wellness benefits which would help them meet their end objectives and bring in profitable revenue source for the company.

About the Aditya Birla Health Insurance –

Aditya Birla Health Insurance Co. Limited (ABHICL) was incorporated in 2015 as a 51:49 joint venture between Aditya Birla Capital Limited (ABCL) and MMI Strategic Investments (Pty) Ltd. ABHICL commenced its operations in October 2016.

ABHICL has entered the competitive health insurance market with an aim to expand the category to wider client segments, beyond the ones that health insurance companies traditionally have marketed to. As the 6

th

entrant in a category with well-established players, ABHICL is creating differentiation and equity for itself though the unique business proposition of “Health Insurance for All”, a one of a kind proposition in India at the moment. This is a philosophy that is being built through every single consumer touch point and into every single backend process of the company to make sure a client's experience of our proposition is continuous and seamless.

ABHI's unique offering to market includes proposition includes -

A Comprehensive Incentivized Wellness Program that will attract the young and health conscious and will motivate, guide and reward them to stay healthy

A Chronic Care Management Program to cater to the unmet needs of a growing Indian population of those suffering from chronic lifestyle conditions like Diabetes, Asthma, High Cholesterol and Hypertension from Day 1

ABHICL serves as an enabler and influencer of health and healthcare choices that clients make, in addition to being a payer of healthcare expenses. Thus, ABHICL would act like a much needed catalyst to grow the prevalent health insurance landscape in India through product innovations and a wider choice of consumer relevant products.

ABHICL's vision has always been digital. The company has been successful in adopting paper-less approach right from identifying to on-boarding to delivering seamless experience of its clients & employees.

Key Challenges for the role –

Gaining greater mindshare of partners in a multi-partner architecture. In the new open architecture, a partner gives access to limited channels or geography. This consequently leads to sharing of the same revenue pie and thereby reduced revenue from each partner

Overseeing multiple relationships – and thereby overseeing differing partner expectations across a wide spectrum of client segments and reach.

Drive POS activation: With multiple products being available to a POS, and because of low ticket size it is important to make sure interest of POS among the wide spectrum of products available and reach month on month activation.

4) Core result areas:

Write

the key results expected from the job and the assisting actions for each of these core result areas (For a majority of jobs typically there could be 4- 7 core result areas)

Core result areas

Assisting Actions

Driving sales via Various partners for TPD sales

Continuous interaction with brokers and other intermediaries

Obtaining quote request from market & Delivering them on time to the client/partners

Periodic tracking of business volumes and growth. Seek and make sure back up from various stake holders to make sure achievement of business targets.

Partner engagement and Acquisitions

Understand market dynamics and offering of other manufacturers to the channel partners

Take regular feedback from channel partners to help innovate products and deliver solutions at an organizational level

Pursue client specific requirement along with channel partners to back up conversion

Upholding Pipeline

Overseeing a pipeline to reach desired numbers ant to continuously updating the same

P & L

Overseeing Overall P&L of the portfolio and deliver planned business output in desired product mix and quality

Working with product group to focus on conversions and retention of profitable clients

Weekly tracking of business growth. Seeking back up from various stake holders towards closure of business

Enable sales force to make sure productivity and retention

Make sure communication of progression plans and incentives, thereby align expectations of group and incentivize group to execute at optimal levels. Objectives.

Renewal persistency

Decoding client's requirement, pain points and opportunity areas

Delivering need based solutions to clients to increase stickiness.

This would involve building & strengthening relationships across various stakeholders within the company, in the concerned partner to make sure that the offering we propose, meets their expectations.

Identify and establish a group of sales professionals for the Channel

Recruit the best talent from the available clutter

Coach and Establish group members

Build People capability

This opening is for the Cluster Manager - HDFC BB - Gurgaon position in ABHI Gurgaon.