Geographic Area Covered : Zone/ Cluster
Position Title: Relationship Manager
Department: Partnership Distribution
Reports to: AM/ TM
Internal Stakeholders : Training/Branch Operations/Distribution Operations
External Stakeholders : Channel Partner
Experience: 1 - 2 years
Key Result Areas:
Achieve pre-set business targets on WNBP, persistency, case count, active branch, active sales staff and various KPIs for designated branches
Working jointing with the Branch Manager on Business Implementation plan
Driving and motivating the branch staff and providing support for logging in applications sourced
Tapping the right database of the branch and ensure authentic documentation
Build relationship with the HDFC branch staff and ensure the business targets and Productivity targets of the allocated branches are met effectively
Prospect and meet customers within and outside the Branch as when required
To develop, agree and implement short term and long term plans to achieve sales targets
To achieve branch staff activation activation targets
Work collectively with HDFC staff and conduct joint sales calls as a team to achieve business nos.
Seek commitment from the partner towards achievement of business objective
Managing the relationship between internal team and channel partner so as toFoster sales for the company and maintain utmost levels of responsiveness to requirements from the Channel Partner
Provide all possHDFCe 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 branch manager on business plan execution
Ensure Compliance :
Ensure compliance to internal sales process & other compliance standards
Should be process & product champion to ensures adherence to policies and procedures to cultivate a compliance culture in the team
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.
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. 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 insurance 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 delivering solutions that delight the customer and consumer to build and maintain the relationship without compromising on company objectives and values.
Makes a conscious attempt to understand and act on the partner and consumer requirements in a prompt and positive manner. Displays a sense of responsibility 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 unique approaches and ideas with clear impact on improving business outcomes by leveraging technology.
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 actions and decisions in an agile environment.
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 responsHDFCe and thinks through one-s own course of action and its impact on business.
Building and Managing Relationships
Networking with key 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.
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.
Product/Subject matter expertise
Business perspective & planning
Finance / Insurance industry awareness
Problem solving skills
Peer level co-ordination and influencing skills