Distribution Manager - Relationship Channel (DM_RTM_Nagpur)

Job Overview

This role focuses on generating insurance business through designated relationship and channel partners within a specific territory or zone. The candidate is expected to persuade these partners to encourage their customers to invest in Birla Sunlife Insurance products. Alongside achieving sales targets, the role ensures continuous growth quarter after quarter by providing comprehensive pre- and post-sales support to both partners and clients, supported by a dedicated team.

Job Context and Challenges

The key challenges include adapting to market fluctuations, as BSLI predominantly sells unit-linked policies, and managing the high dependency on the HDFC Branch Banking Model within an open architecture framework where the bank may prioritize differently. The role also demands balancing process adherence with channel partner expectations.

Key Responsibilities

• Achieve premium and revenue targets to drive overall company growth through frequent engagement with multiple branch heads and key decision makers, disseminating relevant information to regional heads, and actively leveraging organizational recognition and rewards programs.
• Innovate branch activities to increase customer reach and ensure seamless sales process execution including sales calls, issuance, complaint handling, and communication of any procedural or regulatory updates through training modules.
• Maintain and strengthen relationships at various levels within the bank's open architecture to meet customer needs, backed by thorough knowledge of insurance and banking products.
• Identify new business opportunities by collaborating with partners to boost database penetration, focus on sales activation metrics, and maintain an optimal product mix (50% traditional, 40% ULIP, 10% term policies). Provide insights for new product development and tailor sales pitches based on channel partner needs.
• Regularly review the business mix for profitability and engage customers through welcome calls to reinforce relationships.
• Ensure renewals adhere to company persistency standards by proactively addressing customer queries and facilitating on-time renewals.

Additional Information

The role demands a strategic approach to align channel partners with organizational goals, adaptability to market dynamics, and excellence in relationship management to maximize business potential.