AVP - Tele/Virtual Relationship Management (Key Account)

2 days ago

Mumbai, Maharashtra, India HDFC Life Full time ₹ 12,00,000 - ₹ 36,00,000 per year

PURPOSE OF THE JOB

Sales & Relationship management:

To achieve the organizational goal for the assigned channel relationship and meeting budgetary objectives on revenue, cost and profitability through Tele vertical relationships for multiple banks. To achieve Tele Channels objective through mapped channels ensuring healthy YOY business growth & secure marketshare leadership in LI business across channels managed. Effective stakeholder expectation management - Internal /External. Ensuring Quality parameters for the channels mapped in line with Management Objective. Build the partnership through identifying new areas of business and scaling the existing lines of business.

Overall, the role will be responsible for channel relationship management, influencing & ensuring delivery of annual target from the channels. Responsible for achievement of topline targets through the Tele verticals managed; Undertake Sales Planning; Strategy & Campaign Management for the verticals managed. Responsible for Key projects for the channel.

Business Delivery

  • Achieve / over achieve the assigned top-line target with the desired market share
  • Ensure target achievement of all individual units & channel within mapped geography
  • Achieve targets on key business levers like activation, productivity & ATS
  • Achieve Lead adequacy ratio (LAR) & Lead conversion ratio (LCR)

Business Development

  • Conduct regular training of callers in units through dedicated tele trainer & self
  • Conduct reviews and feedback sessions with tele channel unit heads leading to continuous business development
  • Study competitor activities & formulate strategies to achieve maximum market share
  • Conduct business development activities through effective utilization of zonal budgeting system

Channel Partner Management

  • Interact with the channels partners at agreed levels & frequency to manage expectations, have a committed and a partnership based relationship (visit multi city units where required)
  • Self & sales team SMP adherence to ensure appropriate channel engagement
  • Enable smooth MIS & other information flow to channel on agreed key business parameters
  • Drive business to ensure optimum potential utilization of the relationship/vertical
  • Maintain appropriate channel partner satisfaction on support provided by our team to ensure zero escalations

People Management

  • Develop & guide sales team (CSM / FLS) to avoid channel escalations
  • Nurture & train the sales team to sell better quality & higher quantity
  • Appropriate team management to ensure low attrition
  • Ensure intra & inter departmental collaboration to close issues related to proposal processing

Risk Management

  • Adhere to statutory and regulatory norms (specifically to distance marketing applicable to tele channels)
  • Ensure defined procedures / processes are followed to maintain compliant sales
  • Ensure acceptable Turn-Around -Times (TAT) for channel grievance and customer related issues

Process & Quality Management

  • Responsible for ensuring compliance on various business fulfillment models in line with regulatory norms
  • Ensuring persistency for the mapped channels as per management directive
  • Ensuring implementation of product strategy in the channels mapped

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