ASM - Axis BB - Ranchi

Aditya Birla Health Insurance Company Limited; Nalanda; On-site; INR 800,000 - 1,200,000; Full time

Job summary

Aditya Birla Health Insurance Co. Limited seeks a sales leader to manage TPD sales activities across designated markets through brokers, corporate agents and banks, ensuring the business plan is met or exceeded.

The role requires regular engagement with partners to deepen relationships and to drive the sales through team members so that targets are met. This position entails managing a multi-channel strategy with a focus on growth and profitability.

Qualifications

• Experience in health insurance sales or financial services with multi-channel distribution.
• Proven ability to drive sales through brokers, corporate agents and banks.

Responsibilities

• KRA1 Driving sales via various partners for TPD sales; regular interaction with brokers and intermediaries.
• KRA2 Partner engagement and acquisitions; understand market dynamics and collect partner feedback.
• KRA3 Maintaining pipeline and updating it to achieve numbers.
• KRA4 P&L management of portfolio; coordinate with product team for conversions and retention.
• KRA5 Enable sales force productivity through progression plans and incentives.
• KRA6 Renewal persistency; provide need-based solutions; strengthen relationships with partners.
• KRA7 Identify and develop a team of sales professionals for the channel; recruit, coach and build capability.

Skills

Channel Sales

Broker Relationships

Relationship Management

Job description

Job Purpose

Managing TPD sales activities in the designated market through various channels like Brokers, Corporate Agents, and Banks to ensure that the business plan is met or exceeded. This will include regular engagement with the partners to deepen the relationship, driving the sales through team members to ensure that they meet their targets.

Job Context & Challenges

About the Health Insurance Industry –

Job Purpose

Managing TPD sales activities in the designated market through various channels like Brokers, Corporate Agents, and Banks to ensure that the business plan is met or exceeded. This will include regular engagement with the partners to deepen the relationship, driving the sales through team members to ensure that they meet their targets.

Job Context & Major Challenges

About the Health Insurance Industry –

While the current market sees more than 15 non-life players in the private space and 5 exclusive private players in the health insurance space trying to capture a sizable market share, the nationalised service provider (6) remains a strong competitor. In addition to this the business dynamics are such that the overall market on an annual basis which is to the tune of roughly 10,000 Crs sees close to 85 % of the business renewing with the existing service provider itself.

About The Aditya Birla Health Insurance –

Aditya Birla Health Insurance Co. Limited (ABHICL) was incorporated in 2015 as a 51:49 joint venture between Aditya Birla Capital Limited (ABCL) and MMI Strategic Investments (Pty) Ltd. ABHICL commenced its operations in October 2016.

ABHICL has entered the competitive health insurance market with an aim to expand the category to wider customer segments, beyond the ones that health insurance companies traditionally have marketed to. As the 6th entrant in a category with well-established players, ABHICL is creating differentiation and equity for itself though the unique business proposition of “Health Insurance for All”, a one of a kind proposition in India at the moment. This is a philosophy that is being built through every single consumer touch point and into every single backend process of the company to ensure a customer’s experience of our proposition is continuous and seamless.

ABHI’s unique offering to market includes proposition includes -

A Comprehensive Incentivized Wellness Program that will attract the young and health conscious and will motivate, guide and reward them to stay healthy

A Chronic Care Management Program to cater to the unmet needs of a growing Indian population of those suffering from chronic lifestyle conditions like Diabetes, Asthma, High Cholesterol and Hypertension from Day 1

ABHICL serves as an enabler and influencer of health and healthcare choices that customers make, in addition to being a payer of healthcare expenses. Thus, ABHICL would act like a much needed catalyst to grow the prevalent health insurance landscape in India through product innovations and a wider choice of consumer relevant products.

ABHICL’s vision has always been digital. The company has been successful in adopting paper-less approach right from identifying to on-boarding to delivering seamless experience of its customers & employees.

Key Challenges for the role –

Gaining greater mindshare of partners in a multi-partner architecture. In the new open architecture, a partner gives access to limited channels or geography. This consequently leads to sharing of the same revenue pie and thereby reduced revenue from each partner

Managing multiple relationships – and thereby managing differing partner expectations across a wide spectrum of customer segments and reach.

Drive POS activation: With multiple products being available to a POS, and because of low ticket size it is important to ensure interest of POS among the wide spectrum of products available and achieve month on month activation.

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters)

Supporting Actions (Max 1325 Characters)

• KRA1 Driving sales via Various partners for TPD sales Continuous interaction with brokers and other intermediaries
  Obtaining quote request from market & Delivering them on time to the client/partners
  Periodic tracking of business volumes and growth. Seek and ensure support from various stake holders to ensure achievement of business targets.
• KRA2 Partner engagement and Acquisitions Understand market dynamics and offering of other manufacturers to the channel partners
  Take regular feedback from channel partners to help innovate products and provide solutions at an organizational level
  Pursue client specific requirement along with channel partners to support conversion
• KRA3 Maintaining Pipeline Managing a pipeline to achieve desired numbers ant to continuously updating the same
• KRA4 P & L Managing Overall P&L of the portfolio and deliver planned business output in desired product mix and quality
  Working with product team to focus on conversions and retention of profitable clients
  Weekly tracking of business growth. Seeking support from various stake holders towards closure of business
• KRA5 Enable sales force to ensure productivity and retention Ensure communication of progression plans and incentives, thereby align expectations of team and incentivize team to perform at optimal levels. Objectives.
• KRA6 Renewal persistency Decoding client’s requirement, pain points and opportunity areas
  Providing need based solutions to clients to increase stickiness.
  This would involve building & strengthening relationships across various stakeholders within the company, in the concerned partner to ensure that the offering we propose, meets their expectations.
• KRA7 Identify and develop a team of sales professionals for the Channel Recruit the best talent from the available clutter
  Coach and Develop team members
  Build People capability