Cluster Manager - Axis Bank Channel at Aditya Birla Capital

Overview

The role focuses on driving insurance sales through the assigned relationship/channel partner, specifically targeting the Axis Bank Banking Group. The manager is responsible for motivating the partner to promote Birla Sun Life Insurance products to their customers. The position demands responsibility for both pre-sales and post-sales support ensuring smooth operations and consistent business growth every quarter.

Key Responsibilities

• Achieving premium and revenue targets contributing to the company’s growth.
• Maintaining continuous engagement with multiple branch heads of the channel partner bank.
• Mapping and communicating with all key decision makers ensuring alignment with regional and zone heads.
• Activating and leveraging organizational reward and recognition programs aggressively.
• Innovating branch-level activities to increase customer penetration.
• Ensuring seamless execution of sales and related processes to maximize business potential.
• Communicating any process or regulatory changes through training modules.
• Overseeing sales operations including issuance and complaint handling with zero disruptions.
• Managing bank customer requirements providing the best fit products and services with strong knowledge of insurance and banking products.
• Building and increasing business opportunities within allocated regions or relationships.
• Reviewing frontline sales mechanisms aimed at achieving at least 40% activation and specified case conversion metrics.
• Maintaining a product mix ratio of 50% traditional, 40% ULIPs, and 10% term insurance.
• Providing feedback for new product development and sales strategies based on channel insights.
• Identifying training needs for both in-house teams and channel partners.
• Regularly analyzing business performance and reporting pertinent information upwards.
• Engaging with customers through welcome calls and ensuring timely policy renewal to maintain persistency levels.
• Resolving customer queries promptly to secure timely renewals.

Work Context and Challenges

• Navigating market volatility, especially because the sales focus is on unit linked insurance plans.
• Managing high dependency on the HDFC branch banking model that operates under an open architecture with its own priorities, requiring strong alignment.
• Balancing strict process adherence with channel partner expectations.

Metrics and Impact

• Manages a team of approximately 10-11 individuals based on branch spread.
• Targets an annualized premium between 5 to 10 crore INR.
• Accountable for achieving sales targets that influence the overall top line of relationship partners.
• Maintains zero customer complaints, especially critical at the HDFC channel.
• Drives premium and policy persistency rates of 80% over a 13-month rolling period.

Interpersonal Relationships

• Coordinates daily with support executives, client services, and trainers.
• Works with HR on recruitment and manpower planning as needed.
• Liaises with issuance coordinators to ensure timely policy issuance.
• Engages regularly with relationship managers and branch heads for business development and operational effectiveness.