CM-IDFC-Jaipur

Aditya Birla Sun Life Insurance

Rajasthan

On-site

INR 1,500,000 - 2,200,000

Full time

5 days ago

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Job summary

Aditya Birla Sun Life Insurance Ltd is seeking a Cluster Manager to lead a bancassurance partnership with IDFC, driving sales through FLS and SP teams across PAN India. The role emphasizes building a strong bank relationship, achieving targets, and ensuring regulatory adherence.

You will train bank staff on ABSLI products, design strategies to grow GP and NOP distribution, and manage performance while maintaining high standards of ethics and customer care.

Qualifications

Experience in bancassurance and managing bank partnerships.
Ability to plan and achieve business targets through a sales team.
Strong relationship-building and staff training capabilities.
Commitment to 0% mis-selling and regulatory compliance.

Responsibilities

Build effective relationship with the bank partner and become their first preferred insurer.
Plan and achieve business targets through the team of FLS and SPs in the bank.
Increase SP activisation and selling of greater NOPs through the Team of FLS for wider distribution.
Sell the right product mix as defined by the organisation to achieve growth and profits.
Identify and implement new business opportunities within the allocated area to enhance penetration.
Train and appraise bank staff on ABSLI products to ensure recall and execution.
Establish processes to ensure end-to-end policy logging and issuance with 0% mis-selling.
Support and coach the FLS Team to close critical sales calls and overcome roadblocks.

Job description

Job Title

Cluster Manager – IDFC

Function

Sales

Department

IDFC Bank Relationship

Reporting To

(Title)

Regional Sales Manager – IDFC

Superior’s Superior

(Title)

Zonal Sales Manager – IDFC

Unit

Aditya Birla Sun Life Insurance Ltd

Location

PAN India

Business

Aditya Birla Capital

Date

20 th July 2023

Job Purpose

To build and maintain strong progressive partnership with the Bank in the assigned Cluster, by supporting and contributing to bank partner’s strategy, adhering to the bank’s norms and agreed guidelines, achieving operational excellence thereby delivering best in class pre and post sales and support services, ensuring speed in delivery and achieving ABSLI’s business targets and promoting business growth.

Dimensions

What are the areas (in quantitative terms) the job has an impact on?

Dimension

Remarks

Manpower

Spread across the dedicated Cluster

Branch Spread

Alternate and Retail

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?)

Job Context

Bancassurance is the insurance distribution model wherein the bank allows an insurance company to sell its products to the bank’s client base. ABSLI tied up with IDFC Bank in July 2023 to sell its insurance products through the Non-Branch Banking Channels and Bharat Banking.

Open Architecture model empowers the customers now to select their Life insurance plans from more than one insurer as per their choice at competitive prices. It also lowers chances of Mis selling, with the intervention of multiple regulators like Reserve Bank of India (RBI) and Insurance Regulatory and Development Authority of India (IRDAI).

Principal Accountabilities

Build effective relationship with the bank partner and become their first preferred insurer
Plan and achieve business targets through the team of FLS and SPs in the bank
Ensure to increase SP Activisation and selling of greater NOPs through the Team of FLS for greater distribution of ABSLI products
Ensure selling of right Product Mix as defined by the organisation to achieve overall business growth and profits.
Identify and implement new business opportunities within the allocated area to enhance penetration
Implement activities / programs designed at the organisational level to build great visibility, promote branding and strengthen our relationship with the bank.
Train and appraise the bank staff on ABSLI products thereby creating a mind space and easy recall for them.
Ensure right method of business acquisition and absolutely 0 % mis selling

Pre and Post-Sales Support and Service

Enable the Team of FLS to independently sell ABSLI products by mapping customer needs correctly
Support the team of FLS on closing critical Sales call by demonstrating and mentoring them.
Support and guide the FLS Team to ensure smooth functioning of the internal cross functional Teams and help them to overcome any road blocks in policy logging and issuance
Train the team of FLS to carry out end to end process of policy logging and issuance first time right to ensure speedy delivery and 0% leakage
Establish efficient methods to respond to customer queries and maintain persistency levels.
Enable Team to cross sell and Upsell ABSLI products as per the customer requirements

Partner relationship Management

To be equipped with Bank’s product ranges and their key features along with the ABSLI products
Develop a Team who can support the bank in meeting their Business targets
Pay regular visits to bank branches and meet bank partners.
Design differential strategies to gain mindshare and product mix basis the potential of the branch
Help the Bank branches to increase their overall LI pie
Liaison with our Regional and Zonal Training Team and ensure periodic product training and branding within the branch for bank staff as well as FLS Team
Design and launch various contests and appreciation platforms for the bank staff to achieve higher engagement

People Development

To build a highly motivated and productive team.

Attract, Recruit and Retain Talent in the market, ensure proper handholding and support is provided to the Team.
Review and Monitor Team’s performance daily, mentor the FLS in the Middle and Low Performance Bucket, encourage and motivate to do well.
Co- create and implement recognition platforms in order to build a capable and motivated team within the Cluster
Ensure to provide constructive and efficient feedback to the Team and boost their morale for sales
To ensure performance spread in the Team, thereby creating opportunities for qualifying various R and R contests and initiatives as well as enabling team members to earn incentives and stay motivated.

Focus on Business Quality and Profitability – Achieve Business profitability by focusing on renewals, quality of business and managing costs

Ensure achievement of profitability and persistency targets for the relationship in the designated zones
Manage expenses within allowable expense gap
Plan and Manage the renewals and ensure adequate focus is maintained by the sales Team on persistency
Ensure Business Leakage is within allowable limits.
Focus and Monitor Product Mix within the Circle, to achieve Channel Targets

Job Purpose of Direct Reports

To represent ABSLI at the designated branches and is responsible for sales performance, acquisition of new business and relationship management in the assigned area / branches.

Internal Frequency Nature

FLS (Team)

Training Team

Operations

Daily

As and when required

Daily

Regularly

Reporting, Coaching, Counselling, Review their Sales Calls, etc.

Discuss training and counselling needs for the Cluster and co-create interventions

Collaborate for policy log in and issuance

Hire, Retain, Counsel Team Members on various issues