Branch Relationship Manager

2 weeks ago

Bengaluru, Karnataka, India maxlifeins Full time US$ 60,000 - US$ 1,20,000 per year


Job Description



Position



Branch Relationship Manager - CAT - SPARC



Incumbent



1



Department



Direct Sales Force



Function



SPARC - South Zone



Reporting to



Territory Manager/Regional Relationship Manager



Band



4A



Location



Bangalore - GO10



Team size (D/I)



8-10



JOB SUMMARY

Is responsible for managing, developing & supervising the team with a key focus on Service to sales through relationship management, sales productivity-per-executive, thereby achieving sales & service targets. Also has the flexibility to increase productivity and meet targets through self sourced business from HNI clientele



KEY RESPONSIBILITIES

 Service through relationship management

  • Identify, interview and select sales executives with support from HR.
  • To meet the following productivity measures for the unit: Premium per executive, case rate, persistency, retention and a high % of executives exceeding planned productivity standards
  • Exceed revenue targets
  • Undertake joint field work with executives and observe/demonstrate successful selling skills
  • Conduct Fortnightly performance review (PRP) with executives
  • Help executives use the GOLD system for maximizing business from a given target market
  • Supervise daily activity plan of all executives to ensure that these are being fulfilled as per the desired levels
  • Ensure that all executives under supervision perform 100% as per the company's rules and regulations wrt. Need based selling, Compliance and Customer service
  • Effectively manage, track and convert leads provided by the in-house telemarketing unit.
  • Engage with customers to provide quick response to customer queries, provide customer service.
  • Assist in Direct customer service policyholder's complaint resolution.
  • Ensure retention of in his allocated book of relations.
  • Educate team/ prospects about MLI products vis-à-vis products of competition to enable them in taking appropriate decisions

Sales

  • Focus on cross-sell & up-sell opportunity through self sourcing
  • Ensure successful completion of licensing as per MLI standards


Measures of Success

  • Target Achievements (Adj. AFYP, NOP, % Penetration in assigned book of relations of team & Product Mix)
  • Team G3 standard productivity (mainly case rate, case size & Collections) and % of executives consistently achieving G3 standards.
  • Retention of Team
  • Persistency of Portfolio
  • Process Compliance
  • Timeliness & accuracy of reports
  • % Collection (Plan Vs Actual)
  • Complaint Resolution /Customer satisfaction
  • Self Development through certifications/trainings etc

Key Relationships (Internal /External)

Internal – HR/Trainers/Supervisors/Peers

External- Customers

Key competencies/skills required

  • Familiarity with the local market
  • Ability to supervise, develop & motivate team.
  • Result Orientation & adaptability to change
  • Leadership ability
  • Disciplined, structured & process driven
  • MS Office


Desired qualification and experience

Graduate preferably with an MBA degree       

Prior experience in team handling role

Min experience of 5 yrs

Preferably 25-30 years of age



Org Chart

Channel Head àZonal Vice President à Asst Vice President à Regional Relationship Manager à Territory Manager à Branch  Relationship Manager



Job Description



Position



Branch Relationship Manager - CAT - SPARC



Incumbent



1



Department



Direct Sales Force



Function



SPARC - South Zone



Reporting to



Territory Manager/Regional Relationship Manager



Band



4A



Location



Bangalore - GO10



Team size (D/I)



8-10



JOB SUMMARY

Is responsible for managing, developing & supervising the team with a key focus on Service to sales through relationship management, sales productivity-per-executive, thereby achieving sales & service targets. Also has the flexibility to increase productivity and meet targets through self sourced business from HNI clientele



KEY RESPONSIBILITIES

 Service through relationship management

  • Identify, interview and select sales executives with support from HR.
  • To meet the following productivity measures for the unit: Premium per executive, case rate, persistency, retention and a high % of executives exceeding planned productivity standards
  • Exceed revenue targets
  • Undertake joint field work with executives and observe/demonstrate successful selling skills
  • Conduct Fortnightly performance review (PRP) with executives
  • Help executives use the GOLD system for maximizing business from a given target market
  • Supervise daily activity plan of all executives to ensure that these are being fulfilled as per the desired levels
  • Ensure that all executives under supervision perform 100% as per the company's rules and regulations wrt. Need based selling, Compliance and Customer service
  • Effectively manage, track and convert leads provided by the in-house telemarketing unit.
  • Engage with customers to provide quick response to customer queries, provide customer service.
  • Assist in Direct customer service policyholder's complaint resolution.
  • Ensure retention of in his allocated book of relations.
  • Educate team/ prospects about MLI products vis-à-vis products of competition to enable them in taking appropriate decisions

Sales

  • Focus on cross-sell & up-sell opportunity through self sourcing
  • Ensure successful completion of licensing as per MLI standards


Measures of Success

  • Target Achievements (Adj. AFYP, NOP, % Penetration in assigned book of relations of team & Product Mix)
  • Team G3 standard productivity (mainly case rate, case size & Collections) and % of executives consistently achieving G3 standards.
  • Retention of Team
  • Persistency of Portfolio
  • Process Compliance
  • Timeliness & accuracy of reports
  • % Collection (Plan Vs Actual)
  • Complaint Resolution /Customer satisfaction
  • Self Development through certifications/trainings etc

Key Relationships (Internal /External)

Internal – HR/Trainers/Supervisors/Peers

External- Customers

Key competencies/skills required

  • Familiarity with the local market
  • Ability to supervise, develop & motivate team.
  • Result Orientation & adaptability to change
  • Leadership ability
  • Disciplined, structured & process driven
  • MS Office


Desired qualification and experience

Graduate preferably with an MBA degree       

Prior experience in team handling role

Min experience of 5 yrs

Preferably 25-30 years of age



Org Chart

Channel Head àZonal Vice President à Asst Vice President à Regional Relationship Manager à Territory Manager à Branch  Relationship Manager



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