Channel Relationship Head - Sales Management, Rajasthan

Job Purpose

Lead and drive business growth by achieving targets in the assigned region while nurturing and sustaining productive relationships with channel partners. Oversee and guide Sales Managers to ensure streamlined business processes and foster valued business practices within the organization.

Key Challenges

• Dependence on HDFC Bank relationships amidst an Open Architecture framework requires strong alignment due to their varied priorities.
• Maintaining a balance between process compliance and channel partners' expectations.

Primary Responsibilities

• Ensure attainment of Premium and Revenue targets contributing to the organization's overall growth.
• Regularly engage with channel partners and Circle Heads as per regional guidelines.
• Identify and map key decision-makers and establish review mechanisms at defined intervals.
• Implement and drive Reward and Recognition (R&R) programs effectively by innovative methods.
• Facilitate seamless sales and operational processes to maximize business potential, including communicating product and process changes via training modules.
• Support sales and service activities such as sales calls, policy issuance, and complaint resolution.
• Manage relationships across multiple levels to meet customer needs with the best insurance and banking product knowledge.
• Collaborate with channel partners to optimize R&R program utilization to foster desired performance and behaviors.
• Ensure efficient allocation of resources spent on channel partners to achieve targeted outcomes.
• Drive people retention by 10%, activate teams by 20%, and enhance first year premium (FYP) issued by 50%.
• Maintain Number of Policies (NOPs) growth at 10% and meet product mix targets: Traditional 50%, ULIP 40%, Protection 10% monthly, with an overall business growth of 15% over Tata benchmarks.
• Provide insights for new products and sales pitches based on comprehensive understanding of channel requirements.
• Identify and address training needs for internal and channel partner teams.
• Fill all position vacancies within 15 days from notification.
• Innovate with relationship teams to improve market penetration and database utilization.
• Monitor business acquisition approaches to maintain profitable product mix.
• Conduct regular business and quality audits, monitor customer complaints, and ensure resolution within 72 hours.
• Initiate documented corrective actions against employees violating quality or conduct standards.