Area Manager- HDFC BB- Bangalore

Job  Description  

HayGroup ??

1 

Job Title 

Cluster Manager HDFC Bank 

Function 

HDFC Branch Banking 

Department 

HDFC Channel 

Reporting To  

(Title) 

Circle Relationship Head HDFC Bank  

Job Band JB 10 

Superior’s Superior  

(Title) 

Zone Relationship Head – Relationship HDFC 

Unit 

Birla Sun Life Insurance 

Location 

Zone Office 

Business 

Life Insurance 

Date 

February 9th 2018 

2-BAN.SL.1.1.1                                                                                                 BSLI – Confidential                                    

Job  Description  

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2 

1)  Job Purpose 

To derive Insurance Business from assigned Relationship/Channel partner in an area or zone, to 

convince the relationship so they can convince their customer to invest in Birla Sunlife Insurance. 

To ensure all the pre and post sales support and services to the relationship as well as to the 

clients along with the team dedicated to the relationship. Ensure not only achieving the target but 

also to make sure there is a consistent growth in the business every quarter. 

2) Dimensions  

What are the areas (in quantitative terms) the job has an impact on? 

  Dimension Remarks 

1. Manpower (Nos.) 10-11 depending Branch Spread 

2.  Business Impact Xxx  

a.  Target - (Individual ) Annualized Premium (AVG)– 5

10 Cr 

Complete accountability of the 

Sales Target of the Vertical 

which has a direct impact on the 

Relationship’s top-line target. 

b.  Customer Complaints 0 Customer Complaints 

At HDFC Customer Complaints 

are critical and hence every 

vertical head will look personally 

c.  Persistency 80% Premium Persistency 

80% Policy Persistency 

Drive 13 month Rolling Premium 

Persistency 

3) Job Context & Major Challenges 

(What are the specific aspects of the job that provide a challenge to the jobholder in the 

context of the Unit/Zone? 

Key Challenges for the role – 

? Market Volatility as BSLI predominantly sell unit linked policies 

? High dependency on HDFC Branch Banking Model in Open Architecture  who may have their 

own priorities so alignment is the key. 

? Balancing between the process requirement and expectations of the Channel partners  

4) Principal Accountabilities 

Accountability Supporting Actions 

Achieve Targets (Premium & Revenue) in order to 

contribute in overall growth of the company  

1. Continuous interaction with the channel 

partners  ( Multiple Branch Heads of the Bank) 

2. Mapping all the key decision makers and 

2-BAN.SL.1.1.1                                                                                                 BSLI – Confidential                                    

Job  Description  

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3 

 ensuring that the same information is shared 

with the RH/ZH 

3. Aggressively downloading all the RnR activities 

running by the organisation.  

4. Create Innovative ways to have Branch 

Activities to increase the customer 

penetration 

Executes smooth function of the sales and other 

processes in order to maximise business potential. 

1. Communicate any process change or change in 

any rules and regulations by the help of 

different training module. 

2. Ensure that actual sales and service aspects 

including sales calls, issuance and complaint 

handling are carried out without any blocks 

Relation Ship Management: Open Architecture 

1. To Handle Bank customers requirements with 

the best services and products ranges 

2. To be equipped with insurance and Bank 

Products knowledge 

To manage the relationship at all the levels to 

have the desire out-puts. 

Building new business opportunities within the 

allocated area/relationships in order to maximise 

the productivity / Top Line 

1. Identify innovative methods working with the 

relationship to enhance penetration of the 

database 

2. FLS Review Mechanism to have 40% Activation 

with 2 Case / Active @ 50K ATS to be focused 

3. Ensure Product Mix - Trad 50% : ULIP 40% : 

Term 10% 

4. 15% Business More than TATA Provide inputs 

for new products & Sales Pitch, basis an in

depth understanding of Channel needs  

5. Identify training needs for the in-house and 

channel partner team 

Execute the right method of business acquisition 

in order get the profitable mix for the 

organisation 

1. Scrutinise the business on regular basis and 

give the relevant information to superiors 

2. Interact with the customers through welcome 

calls  

Achieve Persistency targets as per the company 

norms so that renewals take place on time 

1. Communicate with customers and  

2. resolve queries as and when required to 

ensure that renewal takes place on time 

2-BAN.SL.1.1.1                                                                                                 BSLI – Confidential                                    

Job  Description  

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4 

5)  Relationships (If Applicable) 

Internal Frequency Nature 

Support Executive’s 

Trainers  

HR 

Issuance Coordinator 

Client Service 

Daily 

Monthly 

As and When 

Required 

Daily 

As and When 

Required 

To Log-in and receipting Policies. 

For arranging trainings for the team as 

well as for the relationships. 

Mainly recruitments and man power 

related issues. 

To Ensure the policies are Issued on 

time. 

Service related issues. 

External Frequency Nature 

Relationship  

Daily 

Business Development and to ensure 

the smooth sailing,  

7) Organizational Relationships (Separate Annexure to be   

     Attached) 

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