Cluster Manager

Job Description

`

Annexure I : ABG Job Description Template

`

HayGroup

Job Description Template 2011

Basic Details: Fill the required information about business, unit, location, position, reports to position and date of updation of JD

Business

Aditya Birla Capital

Unit

Aditya Birla Health Insurance

Location

Mumbai / Bangalore / Delhi

Poornata Position Number of the job

Reports to: Poornata Position Number

Poornata Position Title of the job

Area Manager -Sales

Reports to: Poornata Position Title

Function

Sales

Reports to: Function

Sales

Department

Sales - Group, Social & Rural

Reports to: Department

Sales - Group, Social & Rural

Designation of the Employee

Area Manager - Sales

Designation of the Manager

National Manager

Date of writing/updation of JD

February 2023

1) Job Purpose: Write the purpose for which the job exists (in 2-3 lines) Managing Group Business through team of 7-10 Cluster Managers - sales activities in the designated market through allocated Team and Agents to ensure that the business plan is met or exceeded. This will include regular engagement with the sales team to motivate and support them with their business requirements and with partners to deepen the relationship, driving the sales through team and agents to ensure that they meet their targets. 2) Dimensions: Mention quantitative parameters that are relevant for the job.

100% Achievement of Team Target:

Per Cluster Manager Productivity: GWP NOP

GWP: (Lakhs per month) 30 4

NOP: Number of policy

`

Annexure I : ABG Job Description Template

`

HayGroup

Job Description Template 2011

3) Job Context & Major Challenges: Write the specific aspects of the job that provide a challenge (internal and

external) to the jobholder in the context of the Business/Unit/Function/Department/Section

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 nationalized 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. This narrows down the opportunity of the fresh business actually being seriously fought in the market

to approximately 1500 odd Crs. With the SME and the start-ups being the driving force of Indian economy, the

opportunity to cater to these segments is immense and is increasing manifold year on year. The challenge here

therefore remains as to how we capture a larger share of the opportunity by developing specific solutions to cater

each segment of the business. Also by creating an inexpensive and standardized solution to increase the reach into

the pockets of channel partners across the country to harness on their captive business and explore new

opportunities with them.

Market Opportunities - With the advent of medical advancements, lifestyle changes, change in Indian socioeconomic

scenario and Indian healthcare space, and the insurers are facing challenges to cater to the needs of this

diverse clientele. Increasingly Indian customers have started considering health insurance partners as extensions of

health advisers. In this scenario it becomes extremely important to understand their psyche and then provide tailored

solutions with wellness benefits which would help them meet their end objectives and bring in profitable revenue

source for the company.

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.

`

Annexure I : ABG Job Description Template

`

HayGroup

Job Description Template 2011

3) Job Context & Major Challenges: Write the specific aspects of the job that provide a challenge (internal and external) to the jobholder in the context of the Business/Unit/Function/Department/Section

Key Challenges for the team & role (leader) -

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.

Keeping team motivated, educated, engaged and make sure to keep each one of them productive.

4) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas) Key Result Areas Supporting Actions

Driving sales via Team Member

1. Continuous interaction with allocated team, agents and other intermediaries

2. Assuring that team obtains quote request from market & Deliver them on time to the client/partners

3. Periodic tracking of business volumes and growth. Seek and ensure support from various stake holders to ensure achievement of business targets.

Team / Partner engagement and Acquisitions

1. Understand market dynamics and offering of other Competitors to the channel partners

2. Take regular feedback from team and partners to help innovate products and provide solutions at an organizational level

3. Pursue client specific requirement along with partners to support conversion

Guiding and Maintaining Pipeline of team member

1. Guiding and helping team in managing pipeline to achieve their desired numbers and to continuously keep updating the same

P & L

1. Managing Overall P&L of the portfolio and deliver planned business output in desired product mix and quality

2. Weekly tracking of business growth of team. Seeking support from various stake holders towards closure of business

Renewal persistency

1. Decoding Team/client's/Partner's requirement, pain points and opportunity areas

2. Providing need based solutions (until minimal risk) to clients to increase stickiness.

3. This would involve building & strengthening relationships across team and various stakeholders within the company, in the concerned partner to ensure that the offering we propose, meets their expectations.

Enable sales force to ensure productivity and retention

1. Ensure communication of progression plans and incentives, thereby align expectations of team

`

Annexure I : ABG Job Description Template

`

HayGroup

Job Description Template 2011

and incentivize team to perform at optimal levels. Objectives.

Identify and develop a team of sales professionals for the Channel

1. Recruit the best talent from the available clutter

2. Coach and Develop team members

3. Build People capability

5) Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)

Cluster Manager: To engage with the Agents at branch level to ensure their support, activation and achievement of Sales target in the given cluster of around 23-27 branch of ABHI allocated to each Cluster Managers and with the given partner/s. It will also involve liaisoning both internally and externally to achieve the desired results.

6) Relationships: Describe the nature and purpose of most important contacts or relationship (except superior/team members) with individuals, departments, organizations inside and outside of the organization, that job is required to interact with in order to deliver the job objectives Relationship Type Frequency Nature Internal

Business Stakeholders - Agency team and advisors

Daily

To discuss quote/s and service related requirements. External

Clients

If required

To discuss their service requirement and escalation/s.

SIGN-OFF: Provide the name of the Manager and the jobholder. Signature needed for the hard copy of the JD. Hard copy to be maintained in the organizational record.

Job Holder

Reports to - Manager

Name

Area Manager - Sales

Sanjay Singh - National Manager

Signature (needed for the hard copy)