Circle relationship Head | Maharashtra

Birla Carbon; Indore; On-site; INR 800,000 - 1,200,000; Full time

Job summary

Birla Carbon is seeking a Circle Relationship Head in Indore, Madhya Pradesh to drive business and achieve sales targets through effective relationship management with channel partners. The role involves overseeing a team of Sales Managers, ensuring smooth sales processes, and maximizing new business opportunities. Successful candidates will exhibit strong communication skills and a strategic mindset to develop and maintain substantial relationships. This position offers challenging responsibilities in a dynamic environment.

Qualifications

• Manage a team of Sales Managers for effective business operations.
• Drive results through effective relationship management with channel partners.
• Communicate product changes and unresolved complaints efficiently.

Responsibilities

• Ensure achievement of sales targets and business growth.
• Drive effective channel and relationship management.
• Identify new business opportunities to maximize productivity.

Job description

Circle relationship Head | Maharashtra

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.

Job Challenges

• High dependency on HDFC Bank relationships in Open Architecture scenario, where they may have their own priorities so alignment is the key.
• Balancing between the process requirement and expectations of the Channel partners.

Key Result Areas

1. 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/Circle Heads of the Zone.
   • Mapping all the key decision makers & building a review mechanism per mapping basis decided intervals.
   • Aggressively downloading all the RnR activities to be run by BSLI.
   • Innovative ways to download the R&R activities.
2. Ensure smooth function of the sales and other processes in order to maximise business potential.
   • Communicating any product changes, process change or change in any rules and regulations (internal/IRDA) with the help of different training modules.
   • Supporting in the actual sales and service aspects including sales calls, issuance and complaint handling.
3. Relation Ship Management: Open Architecture
   • To Handle Bank customers requirements with the best services and products ranges.
   • To be equipped with insurance and Bank Products knowledge.
   • To manage the relationship at all the levels to have the desired outputs.
4. Drive effective channel management.
   • Work with the channel partner to effectively use R&R programs to drive desired behaviours.
   • Ensure efficient use of spent on Channel Partners which helps in achieving the end objective.
   • Ensure achievement of desired levels in: People Retention 10%, Activation of Teams 20%, FYP ISSUED 50%, NOPs 10%, Product Mix 10% (20% Trad 50%, ULIP 40%, Protection 10% Monthly).
   • Provide inputs for new products & sales pitch, based on an in-depth understanding of Channel needs.
   • Identify training needs for the in-house and channel partner teams.
   • Position gaps/vacancy to be filled within a TAT of T+15 Days.
   • Identify innovative methods working with the relationship to enhance penetration of the database.
5. Ensure the right method of business acquisition in order to get the profitable mix for the organization.
   • 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.
6. Persistency.
   • 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.
7. Building new business opportunities within the allocated area/relationships in order to maximise the productivity / Top Line.
   • 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%.
   • Provide inputs for new products & sales pitch, based on an in-depth understanding of Channel needs.
   • Identify training needs for the in-house and channel partner team.