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Aditya Birla Capital Limited
Aditya Birla Capital Limited (“ABCL”) is a listed systemically important non-deposit taking Non-Banking Financial Company (NBFC) and the holding company of the financial services businesses. ABCL and its subsidiaries/JVs provides a comprehensive suite of financial solutions across Loans, Investments, Insurance, and Payments to serve the diverse needs of customers across their lifecycles. Powered by over 63,750 employees, the businesses of ABCL have a nationwide reach with over 1,712 branches and more than 200,000 agents/channel partners along with several bank partners.
Nationwide Branches
1,712
No. of Employees
63,750+
Agents/Channel Partners
2,00,000+
Aggregate Assets
INR 5.50 Lakh Cr
Active Customer Base
39 Million
Consolidated Lending Book
INR 1.78 Lakh CrCorporate Governance Policies
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Job Description
Cluster Manager
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Job Description
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Annexure I : ABG Job Description Template
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HayGroup
Job Description Template 2011
Basic Details: Fill the required information about business, unit, location, position, reports to position and date of updation of JD
Business
Aditya Birla Capital
Unit
Aditya Birla Health Insurance
Location
Mumbai / Bangalore / Delhi
Poornata Position Number of the job
Reports to: Poornata Position Number
Poornata Position Title of the job
Area Manager -Sales
Reports to: Poornata Position Title
Function
Sales
Reports to: Function
Sales
Department
Sales - Group, Social & Rural
Reports to: Department
Sales - Group, Social & Rural
Designation of the Employee
Area Manager - Sales
Designation of the Manager
National Manager
Date of writing/updation of JD
February 2023
1) Job Purpose: Write the purpose for which the job exists (in 2-3 lines) Managing Group Business through team of 7-10 Cluster Managers – sales activities in the designated market through allocated Team and Agents to ensure that the business plan is met or exceeded. This will include regular engagement with the sales team to motivate and support them with their business requirements and with partners to deepen the relationship, driving the sales through team and agents to ensure that they meet their targets. 2) Dimensions: Mention quantitative parameters that are relevant for the job.
100% Achievement of Team Target:
Per Cluster Manager Productivity: GWP NOP
GWP: (Lakhs per month) 30 4
NOP: Number of policy
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Annexure I : ABG Job Description Template
`
HayGroup
Job Description Template 2011
3) Job Context & Major Challenges: Write the specific aspects of the job that provide a challenge (internal and
external) to the jobholder in the context of the Business/Unit/Function/Department/Section
About the Health Insurance Industry –
While the current market sees more than 15 non-life players in the private space and 5 exclusive private players in
the health insurance space trying to capture a sizable market share, the nationalized service provider (6) remains a
strong competitor. In addition to this the business dynamics are such that the overall market on an annual basis
which is to the tune of roughly 10,000 Crs sees close to 85 % of the business renewing with the existing service
provider itself. This narrows down the opportunity of the fresh business actually being seriously fought in the market
to approximately 1500 odd Crs. With the SME and the start-ups being the driving force of Indian economy, the
opportunity to cater to these segments is immense and is increasing manifold year on year. The challenge here
therefore remains as to how we capture a larger share of the opportunity by developing specific solutions to cater
each segment of the business. Also by creating an inexpensive and standardized solution to increase the reach into
the pockets of channel partners across the country to harness on their captive business and explore new
opportunities with them.
Market Opportunities – With the advent of medical advancements, lifestyle changes, change in Indian socioeconomic
scenario and Indian healthcare space, and the insurers are facing challenges to cater to the needs of this
diverse clientele. Increasingly Indian customers have started considering health insurance partners as extensions of
health advisers. In this scenario it becomes extremely important to understand their psyche and then provide tailored
solutions with wellness benefits which would help them meet their end objectives and bring in profitable revenue
source for the company.
About the Aditya Birla Health Insurance –
Aditya Birla Health Insurance Co. Limited (ABHICL) was incorporated in 2015 as a 51:49 joint venture between
Aditya Birla Capital Limited (ABCL) and MMI Strategic Investments (Pty) Ltd. ABHICL commenced its operations in
October 2016.
ABHICL has entered the competitive health insurance market with an aim to expand the category to wider customer
segments, beyond the ones that health insurance companies traditionally have marketed to. As the 6th entrant in a
category with well-established players, ABHICL is creating differentiation and equity for itself though the unique
business proposition of “Health Insurance for All”, a one of a kind proposition in India at the moment. This is a
philosophy that is being built through every single consumer touch point and into every single backend process of the
company to ensure a customer’s experience of our proposition is continuous and seamless.
ABHI’s unique offering to market includes proposition includes -
? A Comprehensive Incentivized Wellness Program that will attract the young and health conscious and will motivate,
guide and reward them to stay healthy
? A Chronic Care Management Program to cater to the unmet needs of a growing Indian population of those
suffering from chronic lifestyle conditions like Diabetes, Asthma, High Cholesterol and Hypertension from Day 1
? ABHICL serves as an enabler and influencer of health and healthcare choices that customers make, in addition to
being a payer of healthcare expenses. Thus, ABHICL would act like a much needed catalyst to grow the prevalent
health insurance landscape in India through product innovations and a wider choice of consumer relevant products.
? ABHICL’s vision has always been digital. The company has been successful in adopting paper-less approach right
from identifying to on-boarding to delivering seamless experience of its customers & employees.
`
Annexure I : ABG Job Description Template
`
HayGroup
Job Description Template 2011
3) Job Context & Major Challenges: Write the specific aspects of the job that provide a challenge (internal and external) to the jobholder in the context of the Business/Unit/Function/Department/Section
Key Challenges for the team & role (leader) –
? Gaining greater mindshare of partners in a multi-partner architecture. In the new open architecture, a partner gives access to limited channels or geography. This consequently leads to sharing of the same revenue pie and thereby reduced revenue from each partner
? Managing multiple relationships – and thereby managing differing partner expectations across a wide spectrum of customer segments and reach.
? Keeping team motivated, educated, engaged and make sure to keep each one of them productive.
4) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas) Key Result Areas Supporting Actions
Driving sales via Team Member
1. Continuous interaction with allocated team, agents and other intermediaries
2. Assuring that team obtains quote request from market & Deliver them on time to the client/partners
3. Periodic tracking of business volumes and growth. Seek and ensure support from various stake holders to ensure achievement of business targets.
Team / Partner engagement and Acquisitions
1. Understand market dynamics and offering of other Competitors to the channel partners
2. Take regular feedback from team and partners to help innovate products and provide solutions at an organizational level
3. Pursue client specific requirement along with partners to support conversion
Guiding and Maintaining Pipeline of team member
1. Guiding and helping team in managing pipeline to achieve their desired numbers and to continuously keep updating the same
P & L
1. Managing Overall P&L of the portfolio and deliver planned business output in desired product mix and quality
2. Weekly tracking of business growth of team. Seeking support from various stake holders towards closure of business
Renewal persistency
1. Decoding Team/client’s/Partner’s requirement, pain points and opportunity areas
2. Providing need based solutions (until minimal risk) to clients to increase stickiness.
3. This would involve building & strengthening relationships across team and various stakeholders within the company, in the concerned partner to ensure that the offering we propose, meets their expectations.
Enable sales force to ensure productivity and retention
1. Ensure communication of progression plans and incentives, thereby align expectations of team
`
Annexure I : ABG Job Description Template
`
HayGroup
Job Description Template 2011
and incentivize team to perform at optimal levels. Objectives.
Identify and develop a team of sales professionals for the Channel
1. Recruit the best talent from the available clutter
2. Coach and Develop team members
3. Build People capability
5) Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)
Cluster Manager: To engage with the Agents at branch level to ensure their support, activation and achievement of Sales target in the given cluster of around 23-27 branch of ABHI allocated to each Cluster Managers and with the given partner/s. It will also involve liaisoning both internally and externally to achieve the desired results.
6) Relationships: Describe the nature and purpose of most important contacts or relationship (except superior/team members) with individuals, departments, organizations inside and outside of the organization, that job is required to interact with in order to deliver the job objectives Relationship Type Frequency Nature Internal
Business Stakeholders - Agency team and advisors
Daily
To discuss quote/s and service related requirements. External
Clients
If required
To discuss their service requirement and escalation/s.
SIGN-OFF: Provide the name of the Manager and the jobholder. Signature needed for the hard copy of the JD. Hard copy to be maintained in the organizational record.
Job Holder
Reports to – Manager
Name
Area Manager - Sales
Sanjay Singh – National Manager
Signature (needed for the hard copy)
4 - 10 years
Graduate
Aditya Birla Capital Limited
Aditya Birla Capital Limited
Aditya Birla Capital Limited
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HDFC Bank Relationship
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AB Sun Life Insurance Co Ltd
AB Sun Life Insurance Co Ltd
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Aditya Birla Sun Life AMC Ltd
HDFC Bank Relationship
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AB Sun Life Insurance Co Ltd
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AB Housing Finance Limited
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Third Party Distribution
AB Sun Life Insurance Co Ltd
AB Housing Finance Limited
AB Housing Finance Limited
AB Sun Life Insurance Co Ltd
Aditya Birla Sun Life AMC Ltd
AB Sun Life Insurance Co Ltd
HDFC Bank Relationship
HDFC Bank Relationship
Aditya Birla Capital Limited
