Job Description

Position
Branch Relationship Manager
Incumbent
1
Department
Customer Advisory Team
Function
CAT Sales
Reporting to
Territory Manager/Regional Relationship Manager
Band
4A
Location
Goa & Nashik
Team size (D/I)
D
JOB SUMMARY
Is responsible for managing, developing & supervising the team with a key focus on Service to sales through relationship management, sales productivity-per-executive, thereby achieving sales & service targets. Also has the flexibility to increase productivity and meet targets through self sourced business from HNI clientele
KEY RESPONSIBILITIES
Service through relationship management

• Identify, interview and select sales executives with support from HR.
• To meet the following productivity measures for the unit: Premium per executive, case rate, persistency, retention and a high % of executives exceeding planned productivity standards
• Exceed revenue targets
• Undertake joint field work with executives and observe/demonstrate successful selling skills
• Conduct Fortnightly performance review (PRP) with executives
• Help executives use the GOLD system for maximizing business from a given target market
• Supervise daily activity plan of all executives to ensure that these are being fulfilled as per the desired levels
• Ensure that all executives under supervision perform 100% as per the company's rules and regulations wrt. Need based selling, Compliance and Customer service
• Effectively manage, track and convert leads provided by the in-house telemarketing unit.
• Engage with customers to provide quick response to customer queries, provide customer service.
• Assist in Direct customer service policyholder's complaint resolution.
• Ensure retention of in his allocated book of relations.
• Educate team/ prospects about MLI products vis-a-vis products of competition to enable them in taking appropriate decisions

Sales

• Focus on cross-sell & up-sell opportunity through self sourcing
• Ensure successful completion of licensing as per MLI standards

Measures of Success

• Target Achievements (Adj. AFYP, NOP, % Penetration in assigned book of relations of team & Product Mix)
• Team G3 standard productivity (mainly case rate, case size & Collections) and % of executives consistently achieving G3 standards.
• Retention of Team
• Persistency of Portfolio
• Process Compliance
• Timeliness & accuracy of reports
• % Collection (Plan Vs Actual)
• Complaint Resolution /Customer satisfaction
• Self Development through certifications/trainings etc

Key Relationships (Internal /External)
Internal - HR/Trainers/Supervisors/Peers
External- Customers
Key competencies/skills required

• Familiarity with the local market
• Ability to supervise, develop & motivate team.
• Result Orientation & adaptability to change
• Leadership ability
• Disciplined, structured & process driven
• MS Office

Desired qualification and experience
Graduate preferably with an MBA degree
Prior experience in team handling role
Min experience of 5 yrs
Preferably 25-30 years of age
Org Chart
Channel Head aZonal Vice President a Asst Vice President a Regional Relationship Manager a Terriroty Manager a Branch Relationship Manager

Position
Branch Relationship Manager
Incumbent
1
Department
Customer Advisory Team
Function
CAT Sales
Reporting to
Territory Manager/Regional Relationship Manager
Band
4A
Location
Goa & Nashik
Team size (D/I)
D
JOB SUMMARY
Is responsible for managing, developing & supervising the team with a key focus on Service to sales through relationship management, sales productivity-per-executive, thereby achieving sales & service targets. Also has the flexibility to increase productivity and meet targets through self sourced business from HNI clientele
KEY RESPONSIBILITIES
Service through relationship management

• Identify, interview and select sales executives with support from HR.
• To meet the following productivity measures for the unit: Premium per executive, case rate, persistency, retention and a high % of executives exceeding planned productivity standards
• Exceed revenue targets
• Undertake joint field work with executives and observe/demonstrate successful selling skills
• Conduct Fortnightly performance review (PRP) with executives
• Help executives use the GOLD system for maximizing business from a given target market
• Supervise daily activity plan of all executives to ensure that these are being fulfilled as per the desired levels
• Ensure that all executives under supervision perform 100% as per the company's rules and regulations wrt. Need based selling, Compliance and Customer service
• Effectively manage, track and convert leads provided by the in-house telemarketing unit.
• Engage with customers to provide quick response to customer queries, provide customer service.
• Assist in Direct customer service policyholder's complaint resolution.
• Ensure retention of in his allocated book of relations.
• Educate team/ prospects about MLI products vis-a-vis products of competition to enable them in taking appropriate decisions

Sales

• Focus on cross-sell & up-sell opportunity through self sourcing
• Ensure successful completion of licensing as per MLI standards

Measures of Success

• Target Achievements (Adj. AFYP, NOP, % Penetration in assigned book of relations of team & Product Mix)
• Team G3 standard productivity (mainly case rate, case size & Collections) and % of executives consistently achieving G3 standards.
• Retention of Team
• Persistency of Portfolio
• Process Compliance
• Timeliness & accuracy of reports
• % Collection (Plan Vs Actual)
• Complaint Resolution /Customer satisfaction
• Self Development through certifications/trainings etc

Key Relationships (Internal /External)
Internal - HR/Trainers/Supervisors/Peers
External- Customers
Key competencies/skills required

• Familiarity with the local market
• Ability to supervise, develop & motivate team.
• Result Orientation & adaptability to change
• Leadership ability
• Disciplined, structured & process driven
• MS Office

Desired qualification and experience
Graduate preferably with an MBA degree
Prior experience in team handling role
Min experience of 5 yrs
Preferably 25-30 years of age
Org Chart
Channel Head aZonal Vice President a Asst Vice President a Regional Relationship Manager a Terriroty Manager a Branch Relationship Manager