CLUSTER MANAGER

Job Description ROLE PROFILE BASIC INFORMATION ON THE ROLE Role Name / Designation Cluster Manager Function / Department Sales Grade/Level Manager/Sr Manager Reporting to Functionally Administratively Regional Business Manager Regional Business Manager Reportees BM, AMB/SE, CRO, CRM PURPOSE OF THE ROLE The purpose of the role is to drive several branch teams across a cluster by designing and developing sales strategies & support thereof in alignment with Company's overall plan, achieving operational excellence, Regulatory compliance as per statute and knowledge empowerment through training with the overall objective to achieve Revenue target of the Cluster. KEY RESPONSIBILITIES OF THE ROLE To ensure achievement of Revenue target branch-wise. To decide on product wise sales strategies and provide advice on sales promotion, vertical wise revenue budget management for a profitable result. To plan and implement strategy for new customer acquisition, devise customer relationship programs, etc. To drive and achieve cross sale target as per yearly approved plan To monitor and ensure Branch wise achievement of collectable renewal dues under all verticals To monitor Renewal persistency level and necessarily follow up to reach overall Company's plan Effective use of Principals Partner Portal Daily monitoring of branch business process and ensuring achieving TATs for distribution benchmark To monitor business quality to keep surrender & CDR within the Company's plan Service to the customers. Area includes Customer Complaints, Policy Owners Service request Claims, Policy Pack Delivery, Discrepancy resolution etc Identify, select and arrange training of PFPDL employees posted at branches and get them licensed/ certified with IRDA / NISM and renewal of existing licenses Develop training programs and its materials, product sales stories, being an enabler to improve confidence and efficiency Conduct training needs analysis and also develop, revise/update, deliver and evaluate training and development courses. Source, liaise with and manage internal trainers and external course providers. Assist in developing and implementing talent development and management initiatives. Maintain up-to-date knowledge of new regulations, market practices relevant to products, update knowledge with the assistance of Principals and disseminate any new requirements appropriately. To implement different H.O. directives/ initiatives at branches across the cluster. To maintain relationship with Principal and ensure required / agreed support to branches. Increasing effectiveness of sales team To maintain business hygiene at branches Assessment of finding gaps in regard to training and take corrective action Practice adult learning methodology KEY PERFORMANCE INDICATORS Budgetary achievement in revenue generated from LI, GI, HI & MF (vertical wise) Renewal target under all verticals & 13 months renewal persistency. Achievement of business drivers as per overall plan of the Company # New Customer Generation # Retention % of existing customers # Achievement of Cross Sale Plan Regulatory & internal compliance with adherence to Code of Conduct Achievement of various TATs for distribution benchmark Ensure the defined quantified norms to monitor and review training productivity enhancement of participants post training is adhered to. Effective and efficient usage of the training management system for management of timelines, cost and productivity of the trainers and training programs. Support in activities to ensure training planning, execution and review is done to achieve higher standard through various measures. MISCELLANEOUS ACTIVITIES To explore, analyze and identify new positioning activities. To finalize product packaging and launch strategy in consultation with superiors. To develop strategies for sales team training in consultation with all concerned KEY INTERACTION Internal Nature or purpose of interaction Head of Sales To seek information on and discuss product viability and budgeting Head IT To seek information on MIS related requirements Head - Customer Service & PO To discuss matters relating to Operations, Customer Service & Regulatory Compliance Head LD & SD Budgeting and cost management, training management, MIS Support, Content support. Other HODs To discuss matters related to their departments. RBM, BMs and branch team To ensure and review business planning and budgeting. External Nature or purpose of interaction External Vendor To organize events and marketing campaigns and promotional activities. Principals To discuss promotional activities and other related matter KNOWLEDGE AND SKILLS Should possess excellent communication and inter-personal skill. Computer savvy Should have the capacity to lead a team in a Cluster. Financial product hands-on selling background CAPABILITIES REQUIRED FOR THE ROLE Customer Orientation Teamwork and collaboration Business Perspective Achievement Orientation Capability Development Adaptability to change Process effectiveness Problem solving Communication