Circle Relationship Head - Axis - Hubli

BSLI – Confidential

2-BAN.SL.1.1

Job Description

Job Title

Circle Relationship Head Axis Bank

Function

Axis Bank

Department

Axis

Reporting To (Title) 

Zone Relationship Head – Relationship Axis

Job Band

JB 9

Superior’s Superior (Title) 

Head – Relationship Axis

Unit

Birla Sun Life Insurance

Location

Zone Office

Business

Life Insurance

Date

February 9th 2018

 HayGroupÒ 

1

BSLI – Confidential

2-BAN.SL.1.1

Job Description

 Job Purpose

Drive business and achieve targets through allocated region/area. Nurture and maintain the relationship with the channel partner for the incremental development of the business contributing by the relation and help/supervise them for the smooth function of the business process flow. Manage a team of Sales Managers to maintain the proper process of doing valued business for the organisation. 

 Dimensions

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

Dimension

5-6 Cluster managers depending on the regional spread 

Indirect – could range from 50 to 75 FLS ( 1 Cluster Manager * 10) 

Business Impact

1.

a.

b.

c.

2.

Manpower (Nos.)

Target - (Individual )

Customer Complaints

Persistency

Annualized Premium (AVG)– 50 to 70 Cr 

0 Customer Complaints

80% Premium Persistency

 80% Policy Persistency

Xxx

Remarks

Complete accountability of the Sales Target of the Vertical which has a direct impact on the Relationship’s top-line target. 

At AxisCustomer Complaints are critical and hence every vertical head will look personally 

Drive 13 month Rolling Premium Persistency 

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 –

High dependency on Axis Bank relationships in Open Architecture scenario, where they may have their own priorities so alignment is the key. 

Balancing between the process requirement and expectations of the Channel partners

 Principal Accountabilities

Accountability

Supporting Actions

Ensure achievement of Targets (Premium & Revenue) in order to contribute in overall growth of the company 

Continuous interaction ( as per RH / ZH's defined grid ) with the channel partners/Circle Heads of the Zone 

Mapping all the key decision makers & build

HayGroupÒ 

2

BSLI – Confidential

2-BAN.SL.1.1

Job Description

review mechanism per mapping basis decided Intervals 

Aggressively downloading all the RnR activities to be run by BSLI 

Innovative ways to download the R&R acti

Ensure smooth function of the sales and other processes in order to maximise business potential. 

Communicating any product changes, process change or change in any rules and regulations (internal / IRDA) with the help of different training module. 

Supporting in the actual sales and service aspects including sales calls, issuance and complaint handling 

Relation Ship Management: Open Architecture

To Handle Bank customers requirements with the best services and products ranges 

To be equipped with insurance and Bank Products knowledge 

To manage the relationship at all the levels to have the desire out-puts. 

Drive effective channel management

Work with the channel partner to effectively use R&R programs to drive desired behaviours 

Ensure efficient use of spent on Channel Partners which helps in achieving the end objective. 

Ensure achievement of desired levels of

People Retention:10%

Activisation of Teams:20%

FYP ISSUED:50%

NOPs:10%

Product Mix: 10% (20%,Trad 50%: ULIP 40%: Protection 10%Monthly) 

15% Business More than TATA Provide inputs for new products & Sales Pitch, basis an in- depth understanding of Channel needs 

Identify training needs for the in-house and channel partner teams 

Position gaps / Vacancy to be filled within a TAT of T+15 Days 

Identify innovative methods working with the relationship to enhance penetration of the database 

Ensure the right method of business acquisition in order get the profitable mix for the organisation 

Scrutinise the business on regular basis

Maintain quality checks. Monitor Customer Complaints and adhere to defined resolution TATs - T + 72 Hrs 

Take necessary documented actions against defaulting employees on quality / conduct 

HayGroupÒ 

3

BSLI – Confidential

2-BAN.SL.1.1

Job Description

parameters

Persistency

Regular MIS flow and Communication with Channel Partners on T-30 Basis ( T Being the renewal date ) 

Resolve queries as and when required to ensure that renewal takes place on time 

Fortnightly renewal status review mechanism to be followed internally 

Building new business opportunities within the allocated area/relationships in order to maximise the productivity / Top Line 

Identify innovative methods working with the relationship to enhance penetration of the database 

SM Review Mechanism to have 40% Activation with 2 Case / Active @ 50K ATS to be focused 

Ensure Product Mix - Trad 50% : ULIP 40% : Term 10% 

15% Business More than TATA Provide inputs for new products & Sales Pitch, basis an in- depth understanding of Channel needs 

Identify training needs for the in-house and channel partner team 

Job Purpose of Direct Reports

Sales Manager / Senior Sales Manager: 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.

Relationships (If Applicable)

Internal

Frequency

Nature

TPD Support Team

Training Manager

HR Dept

Customer Service Team

Daily

Weekly twice Weekly

 Daily

Process, login and issuance related

Training related

Recruitment and other issue

Follow up regarding service issue

HayGroupÒ 

4

BSLI – Confidential

2-BAN.SL.1.1

Job Description

Relationships (If Applicable)

Client Service Team

Daily

Follow up regarding issuance

External

Frequency

Nature

Bancassurance partner

Client – prospect

Daily

Daily

All issue

Business and service

7) Organizational Relationships (Separate Annexure to be Attached) 

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