1)  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.

2) Dimensions 

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

Dimension

Remarks

1.

Manpower (Nos.)

10-11 depending Branch Spread

2. 

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

Key Challenges for the role –

• 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 

4) Principal Accountabilities

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

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

Relation Ship Management: Open Architecture

1. To Handle Bank customers requirements with the best services and products ranges
2. To be equipped with insurance and Bank Products knowledge

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

1. Identify innovative methods working with the relationship to enhance penetration of the database
2. FLS Review Mechanism to have 40% Activation with 2 Case / Active @ 50K ATS to be focused
3. 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 
5. Identify training needs for the in-house and channel partner team

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
2. Interact with the customers through welcome calls 

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

1. Communicate with customers and 
2. resolve queries as and when required to ensure that renewal takes place on time

Internal

Frequency

Nature

Support Executive’s

Trainers 

HR

Issuance Coordinator