Regional/Area Manager – HDFC Relationship (All Verticals)

Role Overview

This position is responsible for driving business growth across the assigned region or area by managing the HDFC relationship across all verticals. The role sits within the Sales function and reports to the Vertical Head, HDFC Relationship, with a secondary reporting line to the Relationship Head, HDFC. The business unit is Birla Sun Life Insurance Company Ltd, operating in the Life Insurance business.

Job Purpose

The purpose of this role is to grow the business, deliver target achievement, and strengthen the relationship with the channel partner so that business can expand smoothly. The incumbent will also oversee a team of Sales Managers to ensure disciplined execution of sales processes and business flow.

Key Accountabilities

This role carries responsibility for sales performance, channel engagement, team management, operational coordination, cost control, customer issue handling, persistency improvement, and creation of new business opportunities within the assigned area.

• Deliver premium and revenue targets and contribute to overall company growth.
• Stay in regular contact with channel partners based on the review rhythm defined by Relationship Head / Zone Head.
• Map key decision makers and maintain a structured review mechanism at agreed intervals.
• Push and coordinate all recognition and reward activities led by the company.
• Ensure sales and related processes run smoothly by communicating product, process, and regulatory changes through training modules and other channels.
• Support direct sales and service needs such as sales calls, issuance follow-up, and complaint handling.
• Control expenses by assessing need, securing partner commitment before spend, and maintaining a sales-manager-wise expense tracker.
• Maintain the right team structure and placement to improve productivity.
• Keep people retention at 90% and fill position gaps or vacancies within T+15 days.
• Recruit, coach, and train team members to improve output and performance.
• Check business quality regularly, maintain quality controls, and handle complaints within the T+72 hours resolution TAT.
• Take documented action against employees who default on quality or conduct standards.
• Protect persistency levels from the second year onward by sharing renewal communication on T-30 basis and following up until renewal is completed.
• Conduct fortnightly internal renewal reviews and resolve renewal-related queries promptly.
• Identify new ways to deepen penetration and increase business in the allocated relationship.
• Focus on activation targets, case quality, average ticket size, and the desired product mix.
• Share ideas for product improvement and sales pitch refinement based on channel insights.
• Spot training requirements for both internal teams and partner teams and ensure product updates and comparative analysis are shared with bank leadership.

Team Responsibility

The direct report for this role is a Sales Manager or Senior Sales Manager. Their objective is to generate insurance business from the assigned relationship or channel partner, support the relationship and customers before and after sales, and deliver steady quarterly business growth.

Role Context and Challenges

• The role depends heavily on HDFC Bank relationships, which may have competing priorities, so alignment becomes critical.
• The incumbent must balance process compliance with channel partner expectations.

Dimensions

• Team size: 4 to 5 people depending on the relationship, with an indirect reach of about 20 to 25.
• Target size: Annualized premium between 5 crore and 10 crore, with direct accountability for the vertical’s sales target and its effect on the relationship’s top line.
• Customer complaints: The expectation is zero complaints, given the sensitivity of customer issues in this relationship.
• Persistency: 80% premium persistency and 80% policy persistency, along with 13-month rolling premium persistency.

Internal and External Relationships

Internal contacts include TPD Support Team, Training Manager, HR Department, Customer Service Team, and Client Service Team. Interactions range from daily to weekly, covering process support, training, recruitment issues, service follow-up, and issuance follow-up.

External contacts include the bancassurance partner and client prospects, with daily interaction for business and service matters.

Organizational Interface

The role interacts with HR and administration leadership, including Head HR & Admin, Chief Manager – HR, and Performance, Compensation & Benefits.

Additional Information

Business location is listed under the Zone in Karnataka, India. The role is part of the Life Insurance business segment.

Sign-off

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