TM- Area Manager-HDFC BB Hyderabad

Job Purpose

Cluster Manager HDFC Bank

Function

HDFC Branch Banking

Department

HDFC Channel

Reporting To

(Title)

Circle Relationship Head HDFC Bank

Job Band JB 10

Superior’s Superior

(Title)

Zone Relationship Head – Relationship HDFC

Unit

Birla Sun Life Insurance

Location

Zone Office

Business

Life Insurance

Date

February 9th 2018

2-BAN.SL.1.1.1 BSLI – Confidential

Job Description

HayGroup ??

2

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

a. 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.

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

3) 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 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

Accountability Supporting Actions

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

2-BAN.SL.1.1.1 BSLI – Confidential

Job Description

HayGroup ??

3

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 indepth

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

2-BAN.SL.1.1.1 BSLI – Confidential

Job Description

HayGroup ??

4

5) Relationships (If Applicable)

Internal Frequency Nature

Support Executive’s

Trainers

HR

Issuance Coordinator

Client Service

Daily

Monthly

As and When

Required

Daily

As and When

Required

To Log-in and receipting Policies.

For arranging trainings for the team as

well as for the relationships.

Mainly recruitments and man power

related issues.

To Ensure the policies are Issued on

time.

Service related issues.

External Frequency Nature

Relationship

Daily

Business Development and to ensure

the smooth sailing,

7) Organizational Relationships (Separate Annexure to be

Attached)

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