TM - DDM - Strategy

Job Description

Role Purpose

The Manager - DDM Strategy is responsible for driving strategic initiatives within the Direct Marketing (DM) channel to support business growth, improve policy retention, and enhance cross-functional coordination. The role acts as a central point of contact between Sales, Operations, Risk & Analytics, Underwriting, and Technology teams to ensure seamless execution of channel initiatives and achievement of business targets.

Key Responsibilities

S2S Business Management

Act as the Single Point of Contact (SPOC) for the S2S business within the Direct Marketing channel.

Drive S2S business growth and ensure achievement of field S2S targets, which form a key part of the role's overall performance metrics.

Design and manage Reward & Recognition (R&R) programs to motivate the sales force and improve performance.

Conduct governance calls between Sales and Operations teams to ensure smooth functioning of the S2S process.

Coordinate with cross-functional teams such as Technology, Operations, and Underwriting to remove operational bottlenecks.

Monitor performance and provide data analysis, reporting, and presentations for senior leadership including CEO reviews.

Travel to branches periodically to understand challenges faced by Customer Sales Executives (CSEs) and resolve operational or process issues.

Act as the primary coordination point for approximately 500 CSEs across the channel.

Ensure alignment across all stakeholders to achieve channel and organizational S2S business targets.

Winback Strategy

Collaborate with the Risk & Analytics (RA) team to obtain policy maturity and winback opportunity data.

Allocate winback leads to the field sales teams and track performance.

Drive a minimum 20% winback conversion target for matured policies.

Conduct governance calls with field teams to ensure consistent follow-up and effective lead utilization.

Reallocate leads strategically to higher performing sales personnel to improve conversion rates.

Persistency Management

Work with the Risk & Analytics team to obtain persistency data and insights.

Allocate persistency leads and monitor follow-up actions by the field teams.

Track persistency performance across the channel and ensure it remains above defined channel benchmarks.

Drive field governance and corrective actions where persistency performance drops.

Protection Product Initiatives

Drive sales of Pure Term / Protection products within the Direct Marketing channel through targeted initiatives.

Coordinate weekly review calls with Sales and Underwriting teams to improve issuance rates and resolve underwriting challenges.

Monitor protection product performance and ensure achievement of channel protection targets.

Stakeholder Management

The role requires continuous coordination with multiple stakeholders including:

Direct Marketing Sales Leadership

Operations Team

Risk & Analytics Team

Underwriting Team

Technology Team

Branch Sales Teams and CSEs

Senior Leadership (including CEO-level reviews)

Key Deliverables / KPIs

Achievement of S2S business targets for the Direct Marketing channel

Winback conversion target of 20% on matured policy data

Maintaining persistency levels above channel benchmarks

Achievement of Protection (Term Product) sales targets

Effective execution of cross-functional initiatives and governance frameworks

Timely reporting and strategic presentations for leadership reviews