Job Title

Area Sales Manager – HDFC Relationship ( All Verticals)

Function

Sales

Department

HDFC Relationship 

Reporting To 

(Title)

Vertical Head HDFC Relationship

Superior’s Superior 

(Title)

Relationship Head HDFC

Unit

Birla Sun Life Insurance Company Ltd

Location

Zone

Business

Life Insurance 

Date

June 2017

1) 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.

2) Dimensions 

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

Dimension

Remarks

1.

Manpower (Nos.)

4-5 depending on the relationship

Indirect – could range from 20 to 25

2. 

Business Impact

Xxx

a.      

Target - (Individual )

Annualized Premium (AVG)– 5 to 10 Cr

Complete accountability of the Sales Target of the Vertical which has a direct impact on the Relationship’s top-line target.

b.      

Customer Complaints

0 Customer Complaints

At HDFC Customer Complaints are critical and hence every vertical head will look personally

c.      

Persistency

80% Premium Persistency

80% Policy Persistency

Drive 13 month Rolling Premium Persistency

Key Challenges for the role – 

·       High dependency on HDFC Bank relationships 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

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 

2.     Mapping all the key decision makers & build review mechanism per mapping basis decided Intervals

3.     Aggressively downloading all the RnR activities to be run by BSLI 

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.

2.     Supporting in the actual sales and service aspects including sales calls, issuance and complaint handling

Maintain the expense gap in order to reduce the cost 

1.     Understanding the need of the expense 

2.     Taking commitment from the channel before any spending or allocation of the budget

3.     Maintain a SM wise expense tracker 

Ensure relevant people in the right place right time in order to maximise the productivity 

1.     People Retention @ 90%  levels to be maintained

2.     Understanding the strength of the resource and depending on that allocating job responsibility 

3.     Evaluating the opportunity of each business unit and allocating targets as per that

4.     Recruit, develop and train team members to maximize productivity

5.     Position gaps / Vacancy to be filled within a TAT of T+15 Days

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

1.     Scrutinise the business on regular basis

2.     Maintain quality checks. Monitor Customer Complaints and adhere to defined resolution TATs - T + 72 Hrs

3.     Take necessary documented actions against defaulting employees on quality / conduct parameters  

Ensure Persistency targets ( from 2nd year ) as per the company norms so that renewals take place on time

1.     Regular MIS flow and Communication with Channel Partners on T-30 Basis                      ( T Being the renewal date )

2.     Resolve queries as and when required to ensure that renewal takes place on time

3.     Fortnightly renewal status review mechanism to be followed internally 

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.     SM 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 teams

6.     Regular Product Updates and Comparative Analysis should be shared with Bank Leadership / Hierarchy 

5)     Job Purpose of Direct Reports 

Sales Manager / Senior Sales Manager: 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.

Internal

Frequency

Nature

TPD Support Team

Training Manager

HR Dept

Customer Service Team

Client Service Team

Daily

Weekly twice

Weekly 

Daily 

Daily  

Process, login and issuance related

Training related

Recruitment and other issue

Follow up regarding service issue

Follow up regarding issuance

External

Frequency

Nature

Bancassurance partner

Client – prospect 

Daily 

Daily

 All issue

Business and service  

7) Organizational Relationships (Separate Annexure to be  

        Attached)

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Job Analyst

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