Area Manager Sourcing HDFC Asset Bangalore
Job Description
Job Description
Job Title
Regional/Area Sales Manager - HDFC Relationship ( All Verticals)
Function
Sales
Department
HDFC NBB
Reporting To
(Title)
Vertical Head HDFC Relationship
Superiors Superior
(Title)
Relationship Head HDFC
Unit
Birla Sun Life Insurance Company Ltd
Location
Zone
Business
Life Insurance
Date
June 2017- Job Purpose
Manage a team of Sales Managers to maintain the proper process of doing valued business for the organisation.
- Dimensions
What are the areas (in quantitative terms) the job has an impact on
Dimension
Remarks- 5 depending on the relationship
Business Impact
Xxx
a.
Target - (Individual )
Annualized Premium (AVG)-5 to 10 Cr
Complete accountability of the Sales Targetof 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
Drive13 month Rolling Premium Persistency- 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 -- 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
- Principal Accountabilities
Accountability
Supporting Actions
Ensure achievement of Targets (Premium & Revenue) in order to contribute in overall growth of the company- Continuous interaction ( as per RH / ZH's defined grid ) with the channel partners
- 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
- 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
- Understanding the need of the expense
- Taking commitment from the channel before any spending or allocation of the budget
- Maintain a SM wise expense tracker
- People Retention@ 90% levels to be maintained
- Understanding the strength of the resource and depending on that allocating job responsibility
- Evaluating the opportunity of each business unit and allocating targets as per that
- Recruit, develop and train team members to maximize productivity
- Position gaps / Vacancy to be filled within a TAT of T+15 Days
- 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
- 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
- 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 TATAProvide 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
- Regular Product Updates and Comparative Analysis should be sharedwith Bank Leadership / Hierarchy
- Job Purpose of Direct Reports
Ensure not only achieving the target but also to make sure there is a consistent growth in the business every quarter.
- Relationships (If Applicable)
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- Organizational Relationships (Separate Annexure to be
Attached)
Head HR & Admin
Chief Mgr - HR
Perf, Comp & Ben.
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