Cluster Manager – HDFC Branch Banking – Mumbai Full Time

1) Job PurposeTo 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) DimensionsWhat are the areas (in quantitative terms) the job has an impact on DimensionRemarks1.Manpower (Nos.)10-11 depending Branch Spread2.Business ImpactXxxTarget – (Individual )Annualized Premium (AVG)– 5-10 CrComplete accountability of the Sales Target of the Vertical which has a direct impact on the Relationship’s top-line target.Customer Complaints0 Customer ComplaintsAt HDFC Customer Complaints are critical and hence every vertical head will look personallyPersistency80% Premium Persistency80% Policy PersistencyDrive 13 month Rolling Premium Persistency3) 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 policiesHigh 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 partners4) Principal AccountabilitiesAccountabilitySupporting ActionsAchieve Targets (Premium & Revenue) in order to contribute in overall growth of the companyContinuous interaction with the channel partners ( Multiple Branch Heads of the Bank)Mapping all the key decision makers and ensuring that the same information is shared with the RH/ZHAggressively downloading all the RnR activities running by the organisation.Create Innovative ways to have Branch Activities to increase the customer penetrationExecutes smooth function of the sales and other processes in order to maximise business potential.Communicate any process change or change in any rules and regulations by the help of different training module.Ensure that actual sales and service aspects including sales calls, issuance and complaint handling are carried out without any blocksRelation Ship Management: Open ArchitectureTo Handle Bank customers requirements with the best services and products rangesTo be equipped with insurance and Bank Products knowledgeTo 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 LineIdentify innovative methods working with therelationship to enhance penetration of the databaseFLS Review Mechanism to have 40% Activation with 2 Case / Active @ 50K ATS to be focusedEnsure Product Mix – Trad 50% : ULIP 40% : Term 10%15% Business More than TATA Provide inputs for new products & Sales Pitch, basis an in-depth understanding of Channel needsIdentify training needs for the in-house and channel partner teamExecute the right method of business acquisition in order get the profitable mix for the organisationScrutinise the business on regular basis and give the relevant information to superiorsInteract with the customers through welcome callsAchieve Persistency targets as per the company norms so that renewals take place on timeCommunicate with customers andresolve queries as and when required to ensure that renewal takes place on time

Tagged as: sales / bd