Job Description HayGroup ?? 1 Job Title Cluster Manager HDFC Bank Function HDFC Branch Banking Department HDFC Channel Reporting To (Title) Circle Relationship Head HDFC Bank Job Band JB 10 Superior’s Superior (Title) Zone Relationship Head – Relationship HDFC Unit Birla Sun Life Insurance Location Zone Office Business Life Insurance Date February 9th 2018 2-BAN.SL.1.1.1 BSLI – Confidential Job Description HayGroup ?? 2 1) 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. 2) Dimensions What are the areas (in quantitative terms) the job has an impact on? Dimension Remarks 1. Manpower (Nos.) 10-11 depending Branch Spread 2. Business Impact Xxx a. Target - (Individual ) Annualized Premium (AVG)– 510 Cr Complete accountability of the Sales Target of the Vertical which has a direct impact on the Relationship’s top-line target. b. Customer Complaints 0 Customer Complaints At HDFC Customer Complaints are critical and hence every vertical head will look personally c. Persistency 80% Premium Persistency 80% Policy Persistency Drive 13 month Rolling Premium Persistency 3) Job Context & Major Challenges (What are the specific aspects of the job that provide a challenge to the jobholder in the context of the Unit/Zone? 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 their own priorities so alignment is the key. ? Balancing between the process requirement and expectations of the Channel partners 4) Principal Accountabilities Accountability Supporting Actions Achieve Targets (Premium & Revenue) in order to contribute in overall growth of the company 1. Continuous interaction with the channel partners ( Multiple Branch Heads of the Bank) 2. Mapping all the key decision makers and 2-BAN.SL.1.1.1 BSLI – Confidential Job Description HayGroup ?? 3 ensuring that the same information is shared with the RH/ZH 3. Aggressively downloading all the RnR activities running by the organisation. 4. Create Innovative ways to have Branch Activities to increase the customer penetration Executes smooth function of the sales and other processes in order to maximise business potential. 1. Communicate any process change or change in any rules and regulations by the help of different training module. 2. Ensure that actual sales and service aspects including sales calls, issuance and complaint handling are carried out without any blocks Relation Ship Management: Open Architecture 1. To Handle Bank customers requirements with the best services and products ranges 2. To be equipped with insurance and Bank Products knowledge To manage the relationship at all the levels to have the desire out-puts. Building new business opportunities within the allocated area/relationships in order to maximise the productivity / Top Line 1. Identify innovative methods working with the relationship to enhance penetration of the database 2. FLS Review Mechanism to have 40% Activation with 2 Case / Active @ 50K ATS to be focused 3. Ensure Product Mix - Trad 50% : ULIP 40% : Term 10% 4. 15% Business More than TATA Provide inputs for new products & Sales Pitch, basis an indepth understanding of Channel needs 5. Identify training needs for the in-house and channel partner team Execute the right method of business acquisition in order get the profitable mix for the organisation 1. Scrutinise the business on regular basis and give the relevant information to superiors 2. Interact with the customers through welcome calls Achieve Persistency targets as per the company norms so that renewals take place on time 1. Communicate with customers and 2. resolve queries as and when required to ensure that renewal takes place on time 2-BAN.SL.1.1.1 BSLI – Confidential Job Description HayGroup ?? 4 5) Relationships (If Applicable) Internal Frequency Nature Support Executive’s Trainers HR Issuance Coordinator Client Service Daily Monthly As and When Required Daily As and When Required To Log-in and receipting Policies. For arranging trainings for the team as well as for the relationships. Mainly recruitments and man power related issues. To Ensure the policies are Issued on time. Service related issues. External Frequency Nature Relationship Daily Business Development and to ensure the smooth sailing, 7) Organizational Relationships (Separate Annexure to be Attached) SIGN-OFF Signature Name Date Job Analyst Signature Name