Position Overview
Position Title:
Corporate Account Manager
Department:
HDFC Bank - Branch Banking
Level / Band:
Executive
Role Summary:
The Corporate Account Manager will provide support in the sales of life insurance business through bank customers at assigned bank branches. The role involves driving sales, building relationships, managing the sales process, and ensuring compliance with internal standards.
Organizational Relationships
Reports To:
Territory Sales Manager
Supervises:
Not Applicable (NA)
Job Dimensions
Geographic Area Covered:
Branches / Cluster
Internal Stakeholders:
- Training Team
- Branch Operations
- Distribution Operations
External Stakeholders:
Key Result Areas (KRAs)
Organization Process:
- Sales Performance:
- Drive wallet share in allocated bank branches with a focus on product mix.
- Achieve pre-set business targets such as ANP (Annualized New Premium), case count, active branches, active sales staff, and various other KPIs for designated branches.
- Work jointly with the Branch Manager to implement a business plan for growth.
- Motivate and support branch staff in collaboration with the Branch Manager and Bank Relationship Manager (RM).
- Ensure authentic documentation by tapping the right customer database within the branch.
- Business Relationship Building:
- Develop and maintain relationships with internal Bank Sales and Operations teams to meet business targets and productivity goals for the allocated branches.
- Prospect and meet customers both within and outside the branch as required.
- Develop, implement, and review short-term and long-term sales plans to achieve business targets.
- Sales Targets:
- Achieve branch RM activation targets.
- Conduct joint sales calls with the Bank Sales and Operations team to meet business goals.
- Seek commitment from the partner towards the achievement of business objectives.
Relationship Management:
- Maintain effective relationships between internal teams and channel partners to foster sales and ensure responsiveness to partner requirements.
- Act as the face of the parent company, offering all possible support to the channel partner.
- Execute marketing activities effectively based on partner requirements.
- Ensure timely issuance of policies and resolution of pending issues.
- Maintain adherence to customer touch-points to service the portfolio of customers.
- Ensure the desired persistency ratio and provide prompt post-sales service across domains.
- Strategize closely with the RM on business plan execution.
Compliance:
- Ensure compliance with internal sales processes and other company standards.
- Champion product and process knowledge, ensuring adherence to policies and procedures while cultivating a culture of compliance within the team.
MIS (Management Information System):
- Adhere to the training roadmap as prescribed.
- Provide timely and accurate reports to the supervisor as required.
- Adhere to the TALIC (Tata AIA Life Insurance) code of conduct.
Skills Required
Technical Skills:
- Expertise in life insurance products and subject matter knowledge.
- Business planning and perspective in the finance and insurance industry.
- Ability to self-manage and solve problems effectively.
- Strong peer-level coordination and influencing skills.
