Position Title



Relation ship Manager ? Retail





Department



Partnership Distribution





Level/ Band


Role Summary: ? Provide support in Sales o f Life Insurance business to equity & securities customers of HDFC Securities at customer premises across assigned locations ; Support lead gen, sales, closure and quality aspects for life insurances sold by partner.
B Organizational Relationships







Reports To



AM/ TM





Supervises



NA

C Job Dimensions







Geographic Area Covered



Zone/ Cluster





Internal Stakeholders



Training





Branch Operations





Distribution Operations





External



Channel Partner

D Key Result Areas







Organization Process



Key Contributions





Sales

? Achieve pre-set business targets on WNBP , persistency, case count, active locations , active sales staff and various KPIs for designated partner locations ? W orking jointing with the Cluster Manager of partner on Business Implementation plan ? Driving and motivating the partner?s staff and providing closure support & logging in applications sourced ? T apping the right database at designated location of the partner and ensure authentic documentation ? Build relationship with the HDFC Securities sourcing staff and ensure the business targets and Productivity targets of the allocated locations are met effectively ? Prospect and meet custome rs at customer premises, as & when required ? To develop, agree and implement short term and long term plans to achieve sales targets ? To achieve partner staff activation activation targets ? Work collectively with HDFC Securities staff and conduct joint sales calls as a team to achieve business nos. ? Seek commitment from the partner towards achievement of business objective





Relationship Management

? Managing the relationship between internal team and channel partner so as to
f oster sales for the company and m aintain utmost levels of responsiveness to requirements from the Channel Partner ? Provide all poss ible support to the channel partner as a face of parent company ? Effectively execute all Marketing activities as per Partners requirement ? Ensuring timely issuance of policies with resolving all pending etc. ? Adhere to the customer touch-point engagement in order to service his portfolio of customers ? To maintain the desired persistency ratio ? Prompt post-sales service with respect to all domains ? Strategize and interact closely with the HDFC Securities area & cluster manager on business plan execution ? Ensure that there are nil escalations on service quality and responsiveness by Partner





Ensure Compliance


? Ensure compliance to internal sales process & other compliance standards
? Should be process & product champion to e nsures adherence to policies and procedures to cultivate a compliance culture in the team






MIS


? Adhering to the Training Road map.
? Providing timely reports to the Supervisor as per the requirement.
? Adhering to the TALIC code of conduct.
? Participate in risk mitigation plans, contingency planning, business continuity programs by executing and reporting within defined timelines. Highlight and recommend process gaps, flaws and process changes.

E Competencies







Competency



Proficiency Scale



Proficiency Scale Description







Business Acumen and Strategic Orientation

Ability to align with the organization's vision with a fair understanding of the insurance industry, regulations, financial in order to deliver profitable and sustainable business growth.



1



Has a basic understanding of own role and utilizes required skills and knowledge in one's own area of work to meet targets. Has basic knowledge bout company and competitor products. Has basic knowledge of insuranc e industry and financial markets. Understands the requirements of the partner (customer) and consumer to facilitate product selling. Has basic understanding of partner business, internal processes and market of operations .





Customer and Consumer Focus


Customer and Consumer Focus is about adding value to all partners (customers), internal and external, through thought, action & behavior. Adding value implies understanding the customer needs vis a vis the market, and being committed in d elivering solutions that delight the customer and consumer to build and maintain the relationship without compromising on company objectives and values.



2



Makes a conscious attempt to understand and act on the partner and consumer requirements in a prompt and positive manner. Displays a sense of r esponsibility for satisfying the customer and consumer at different touch points. Builds and maintains healthy relations with partners and internal customers to ensure seamless execution. Responds to complex queries from partners and internal customers and keeps superiors informed about own actions and their context. Builds and maintains a strong network in the market / industry to maximize business.





Technology Enablement


Willingness and ability to adopt technological solutions and explore creative usage of resources (processes and technology). It involves the ability to develop, adopt and apply new and u nique approaches and ideas with clear impact on improving business outcomes by leveraging technology.



1,2



Has a basic awareness and understanding of the technology domain and systems in one's area of work. Ability to use systems to improve process efficiency and TAT.

Ability to highlight challenges and conventional processes that can be enabled with technology. Uses data analytics and technology to offer alternatives to the current processes. Works with peers or colleagues to test the viability of a new technology tool before applying it. Is aware of the key systems and technology within the insurance industry.





Drive for Result and Agility


Building an achievement orientation, with extraordinary levels of energy and efforts while being accountable for one's a ctions and decisions in an agile environment.



1,2



Sets high expectations of self on quality and productivity and sets well defined targets. Finds solutions to problem at hand inspite of multiple constraints. Takes steps to prevent recurrence of problems. Continuously evaluates activities of self in order to improve.

Possesses expertise in his/her area of work. Investigates thoroughly the concerns to be addressed by information sharing proactively. Is respons ibl e and thinks through one's own course of action and its impact on business.





Building and Managing Relationships


Networking with ke y stakeholders(internal and external) and cross functional team members to build collaborative relationships based on confidence, trust and respect to facilitate the accomplishment of common work/ business goals. Working effectively with individuals across teams with diverse working styles, treating them with dignity and respect and value their contributions.



1,2



Gets along and interacts positively with peers and channel partners by understanding their interests and challenges. Drives sales through people by maintaining mutually beneficial relationships. Shares relevant ideas openly and directly, assumes different roles in a team to enable performance. Cooperates with other team members and expresses views on one's own area of work. Responds to routine queries from the stakeholders promptly and understands the contexts of one's own work with respect to team objectives.

Voices one's view on own or related area of work. Responds to complex queries from the channel and internal customers and keeps superiors informed about own actions and their context. Builds and maintains healthy relations with the channel and internal customers to ensure seamless execution. Builds positive and reciprocal relationships that benefit the function. Acts to understand and respond appropriately to the concerns of others; demonstrates openness and receptivity to new information. Builds and maintains strong network in the market / industry to expand distribution and maximize business .

F Skills Required






Technical


? Product/Subject matter expertise
? Business perspective & planning
? Finance / Insurance industry awareness
? Self management
? Problem solving skills
? Peer level co-ordination and influencing skills





Behavioral





Essential


Desired





Interpersonal skills


?






Communication skills


?






Creative thinking skills



?





Supervising/Leadership skills



?





Teamwork Skills


?






Influencing skills



?





Relationship Building skills


?






Decision making skills


?


G Incumbent Characteristics








Essential



Desired





Qualification



Graduate






Experience



1 - 2 years in Sales