Cluster Manager - TPD AXIS - Champaran

Job Overview

This position entails generating insurance business through designated relationship and channel partners within a specific region or zone. The role is to persuade these partners to encourage their customers to invest in Birla Sunlife Insurance, while providing full support both pre- and post-sale to the partners and clients. The Cluster Manager is accountable not only for meeting targets but also for ensuring steady business growth every quarter.

Key Dimensions

• Manpower: Managing a team of 10-11 staff depending on branch distribution.
• Business Impact: Responsible for an individual annualized premium target averaging between 5 to 10 crore INR.
• Customer Complaints: Zero tolerance policy; a key focus area for higher management.
• Persistency: Maintain 80% premium and policy persistency while driving 13-month rolling premium persistency.

Challenges

• Managing market volatility, particularly as Birla Sun Life Insurance primarily sells unit-linked policies.
• Dependence on the HDFC Branch Banking Model within an open architecture framework, requiring alignment amid competing priorities.
• Balancing adherence to process requirements with channel partner expectations.

Primary Responsibilities

• Attain premium and revenue targets to contribute to overall company growth.
• Engage continuously with multiple branch heads to maintain strong channel partner relationships.
• Identify and communicate all key decision makers in the network to Regional and Zone Heads.
• Leverage organizational recognition and reward activities actively.
• Create innovative branch activities to enhance customer penetration.
• Streamline sales and operational processes to maximize business potential.
• Communicate any changes in processes or regulations via training modules.
• Ensure seamless execution of sales, issuance, and complaint resolution.
• Manage relationships comprehensively across all levels within the open architecture framework.
• Possess strong knowledge of both insurance and bank products.
• Explore and cultivate new business opportunities within specified areas to maximize top-line productivity.
• Innovate methods to increase penetration of the client database.
• Achieve at least 40% activation with 2 cases per active financial landscape service personnel averaging ticket size of 50,000 INR.
• Ensure product mix distribution of approximately 50% traditional, 40% ULIP, and 10% term insurance.
• Generate 15% additional business beyond Tata alliances.
• Contribute inputs for new products and sales pitches based on in-depth channel need analysis.
• Identify and coordinate training needs for internal teams and channel partners.
• Review business regularly to inform superiors of relevant insights.
• Conduct welcome calls to customers and resolve queries to ensure timely renewals.

Internal Relationships

• Support Executives: Daily interaction to log policies and receipting.
• Trainers: Monthly to arrange training sessions.
• HR Department: As required for recruitment and manpower issues.
• Issuance Coordinators: Daily communication to ensure timely policy issuance.
• Client Service Teams: As needed to resolve service-related matters.

External Relationships

• Relationship partners: Daily engagement to drive business development and ensure smooth operations.

Additional Information

Sign-off and authorization by HR and job analysis teams are standard procedure for this role.