TM- CBG- Cluster Manager Axis

Birla Carbon; Goregaon; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Birla Sunlife Insurance is seeking a Cluster Manager Axis Bank to derive insurance business through assigned relationships and channels in the zone. You will coordinate with Axis Bank branches and RH/ZH to drive premium and persistency while delivering high service standards.

This role emphasizes aggressive target achievement, regular field engagement, and coaching the relationship team to grow the business quarter over quarter, with emphasis on maintaining product mix and customer satisfaction.

Responsibilities

• Achieve targets (premium and revenue) in order to contribute to overall growth of the company.
• Continuous 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 RH/ZH.
• Aggressively download all the RnR activities running by the organisation.
• Create innovative ways to have Branch activities to increase the customer penetration.
• Execute 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 blocks.
• Handle bank customers’ requirements with the best services and product ranges.
• Equip with insurance and bank products knowledge.
• Build new business opportunities within the allocated area/relationships to maximise productivity / top line.
• Identify innovative methods to enhance database penetration.
• FLS review mechanism to have 40% activation with 2 case/active at 50K ATS.
• Ensure product mix – Trad 50% : ULIP 40% : Term 10%.
• Business >15% more than TATA. Provide inputs for new products & sales pitch basis in-depth understanding of channel needs.
• Identify training needs for in-house and execute right method of business acquisition to get profitable mix.
• Scrutinise the business on regular basis and provide relevant information to superiors.
• Interact with customers through welcome calls.
• Achieve persistency targets as per the company norms so that renewals take place on time.
• Communicate with customers and resolve queries as and when required to ensure renewal takes place on time.

Skills

Relationship management

Channel partner engagement

Sales targets

Insurance product knowledge

Persistency improvement

Customer service

Job description

At the Aditya Birla Group, our Corporate Vision is aligned and intricately woven with our People Vision.

Designation: Manager

Job Title

Cluster Manager Axis Bank

Function

Axis CBG Banking

Department

HDFC Channel

Reporting To

Circle Relationship Head

Job Band

JB 10

Superior’s Superior

Zone Relationship Head – Relationship

Location

Zone Office

Business

Life Insurance

Date

February 9th 2018

Job Purpose

To 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.

Dimensions

• Manpower (Nos.)
• Business Impact:
  • Target – 10 Cr (Individual)
  • Complete accountability of the sales target of the vertical which has a direct impact on the relationship’s top‑line target.
  • Customer complaints: 0. Critical and every vertical head will look personally.
  • Persistency: 80% policy persistency. Drive 13 month rolling premium persistency.

Key Challenges for the role

• Market volatility as BSLI predominantly sell unit linked policies.
• High dependency on HDFC Branch Banking Model in Open Architecture who may have own priorities so alignment is the key.
• Balancing between the process requirement and expectations of the channel partners.

Principal Accountabilities

• Achieve targets (premium and revenue) in order to contribute in overall growth of the company.
• Continuous 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/ZH.
• Aggressively download all the RnR activities running by the organisation.
• Create innovative ways to have Branch activities to increase the customer penetration.
• Execute 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 blocks.
• Handle bank customers’ requirements with the best services and product ranges.
• Equip with insurance and bank products knowledge.
• Build new business opportunities within the allocated area/relationships to maximise productivity / top line.
• Identify innovative methods to enhance database penetration.
• FLS review mechanism to have 40% activation with 2 case/active at 50K ATS.
• Ensure product mix – Trad 50% : ULIP 40% : Term 10%.
• Business >15% more than TATA. Provide inputs for new products & sales pitch basis in‑depth understanding of channel needs.
• Identify training needs for in‑house and execute right method of business acquisition to get profitable mix.
• Scrutinise the business on regular basis and provide relevant information to superiors.
• Interact with customers through welcome calls.
• Achieve persistency targets as per the company norms so that renewals take place on time.
• Communicate with customers and resolve queries as and when required to ensure renewal takes place on time.

Relationships

Internal Relationships:

• Support Executive’s trainers – daily.
• HR – monthly.
• Issuance Coordinator – as and when required.
• Client Service – daily.

External Relationships:

• Relationship – daily.
• Business Development – external.