Job Description
Job Purpose
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 Cluster Managers to maintain the proper process of doing valued business for the organization.
Key Challenges for the role -
- High dependency on third party/relationships who may have their own priorities, so alignment is the key.
- Balancing between the process requirement and expectations of the Channel partners
- Operating in a complex environment of dealing with a Bank in order to ensure that Insurance is a significant contributor to their Third-Party Revenue streams considering the fact that Banks have to work under strict regulations.
- Engaging the various channels within the bank to optimise on the opportunity available across customer segments
- Constantly coming up with initiatives to grab the mindshare of the bank's sales force which involves training, engaging with the bankers, organising customer interactions and designing & fulfilment of attractive Rewards & Recognition programs which motivates them to sell.
Key Result Areas | Supporting Actions | |
Ensure achievement of Targets (Premium & Revenue) in order to contribute in overall growth of the company | - Continuous interaction with the channel partners
- Mapping all the key decision makers
Aggressively downloading all the RnR activities running by the organization. | |
Ensure smooth function of the sales and other processes in order to maximise business potential. | - Communicating any process change or change in any rules and regulations by the help of different training module.
- Supporting in the actual sales and service aspects including sales calls, issuance and complaint handling
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Maintain the expense gap in order to reduce the cost
| - Understanding the need of the expense
- Taking commitment from the channel before any spending or allocation of the budget
- Manage expenses within allowable expense gap
Maintain a SM wise expanse tracker | |
Ensure relevant people in the right place right time in order to maximise the productivity | - Understanding the strength of the resource and depending on that allocating job responsibility
- Evaluating the opportunity of each business unit and allocating targets as per that
Recruit, develop and train team members to maximize productivity | |
Execute the right method of business acquisition in order get the profitable mix for the organisation | - Scrutinise the business on regular basis and give the relevant information to superiors
- Interact with the customers through welcome calls
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Ensure Persistency targets as per the company norms so that renewals take place on time | - Ensure achievement of profitability and persistency targets for the zone
- Manage the renewal team & ensure adequate focus is maintained by the sales team on persistency.
- Ensure that the business activities are carried out as per the compliance & regulatory guidelines laid by the company
Put in place checks and balances to control the quality of business | |
Relationship Management with key management of verticals within the bank to improve penetration | - Manage relationships at the highest level in the channel partner's organization and lines of business to ensure a continued beneficial relationship.
- Identify the new opportunities and execute the action plan to have incremental business.
Identify innovative methods working with the relationship to enhance penetration of the database | |
Team Management | - Ensure through continuous on the job training, skill enhancement of team
- Mentor, supervise and coach the team.
- Provide for on the job as well as classroom training for skill enhancement
Ensure periodic job rotation to give a higher exposure to the team members on all aspects. |
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