Corporate Account Manager

APosition Overview

Position Title

Relationship Manager –Retail

Department

Partnership Distribution

Level/ Band

Role Summary:

·Provide support in Sales of Life Insurance business to equity & securitiescustomersofHDFC Securitiesat customer premisesacross assignedlocations;Support lead gen, sales, closure and quality aspects for life insurances sold by partner.

B Organizational Relationships

Reports To

AM/ TM

Supervises

NA

C Job Dimensions

Geographic Area Covered

Zone/ Cluster

Internal Stakeholders

Training

Branch Operations

Distribution Operations

External

Channel Partner

D Key Result Areas

Organization Process

Key Contributions

Sales

·Achieve pre-set business targets onWNBP,persistency,case count, activelocations, active sales staff and various KPIs for designatedpartner locations

·Working jointing with the ClusterManagerof partneron Business Implementation plan

·Driving and motivating thepartner’sstaff and providingclosuresupport&logging in applications sourced

·Tapping the right database atdesignated location of the partnerand ensure authentic documentation

·Build relationship with theHDFCSecuritiessourcingstaffand ensure thebusinesstargetsand Productivity targetsof the allocatedlocationsare met effectively

·Prospect and meet customers at customer premises,as&when required

·To develop, agree and implement short term and long term plans to achieve sales targets

·To achievepartnerstaff activationactivationtargets

·Work collectively withHDFCSecuritiesstaffand conduct joint sales calls as a team to achieve business nos.

·Seek commitment from the partner towards achievement of business objective

Relationship Management

·Managing the relationship between internal team and channel partner so as to

foster sales for the companyand maintainutmost levels of responsiveness torequirements from the Channel Partner

·Provide all possiblesupport to the channel partner as a face of parent company

·Effectivelyexecute 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 theHDFCSecuritiesarea & clustermanageron business plan execution

·Ensure that there are nil escalations on service quality and responsiveness by Partner

Ensure Compliance

·Ensure compliance to internal sales process & other compliance standards

· Should be process & product championto ensures adherence to policies andprocedures to cultivate a compliance culture in the team

MIS

·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,businesscontinuity programs by executing and reporting within defined timelines. Highlight and recommend process gaps, flaws and process changes.

E Competencies

Competency

Proficiency Scale

Proficiency Scale Description

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.

1

Has a basic understanding of ownrole and utilizes required skills andknowledge in one's own area ofwork to meet targets.Has basic knowledge boutcompany and competitor products.Has basic knowledge of insuranceindustry and financial markets.Understands the requirements of thepartner (customer) and consumer tofacilitate product selling.Has basic understanding of partnerbusiness, internal processes andmarket of operations.

Customer and Consumer Focus

Customer and Consumer Focusis about adding value to allpartners (customers), internalandexternal, through thought,action & behavior. Adding valueimplies understanding thecustomer needs vis a vis themarket, and beingcommitted indelivering solutions that delightthe customer and consumer tobuild and maintain therelationship withoutcompromising on companyobjectives and values.

2

Makes a conscious attempt tounderstand and act on the partnerand consumer requirements in aprompt and positive manner.Displays a sense of responsibility forsatisfying the customer andconsumer at different touch points.Builds and maintains healthy relationswith partners and internal customersto ensure seamless execution.Responds to complex queries frompartners and internal customers andkeeps superiors informed about ownactions and their context.Builds and maintains a strongnetwork in the market / industry tomaximize business.

Technology Enablement

Willingness and ability to adopttechnological solutions andexplore creative usage ofresources (processes andtechnology). It involves the abilityto develop, adopt and apply newandunique approaches and ideaswith clear impact on improvingbusiness outcomes by leveragingtechnology.

1,2

Has a basic awareness andunderstanding of the technologydomain and systems in one's area ofwork.Ability to use systems to improveprocess efficiency and TAT.

Ability to highlight challenges andconventional processes that can beenabled with technology.Uses data analytics and technology tooffer alternatives to the currentprocesses.Works with peers or colleagues to testthe viability of a new technology toolbefore applying it.Is aware of the key systems andtechnology within the insurance industry.

Drive for Result and Agility

Building an achievementorientation, with extraordinarylevels of energy and efforts whilebeing accountable for one'sactions and decisions in an agileenvironment.

1,2

Sets high expectations of self onquality and productivity and sets welldefined targets.Finds solutions to problem at handinspiteof multiple constraints.Takessteps to prevent recurrence ofproblems.Continuously evaluates activities ofself in order to improve.

Possesses expertise in his/her area ofwork.Investigates thoroughly the concerns tobe addressed by information sharingproactively.Is responsible and thinks through one'sown course of action and its impact onbusiness.

Building and Managing Relationships

Networking with keystakeholders(internal and external)and cross functional teammembers to build collaborativerelationships based on confidence,trust and respect to facilitate theaccomplishment of commonwork/ business goals. Workingeffectively with individuals acrossteams with diverse working styles,treating them with dignity andrespect and value theircontributions.

1,2

Gets along and interacts positivelywith peers and channel partners byunderstanding their interests andchallenges.Drives sales through people bymaintaining mutually beneficialrelationships.Shares relevant ideas openly anddirectly, assumes different roles in ateam to enable performance.Cooperates with other teammembers and expresses views onone's own area of work.Responds to routine queries fromthe stakeholders promptly andunderstands the contexts of one'sown work with respect to teamobjectives.

Voices one's view on own or relatedarea of work.Responds to complex queries fromthe channel and internal customersand keeps superiors informed aboutown actions and their context.Builds and maintains healthyrelations with the channel andinternal customers to ensureseamless execution.Builds positive and reciprocalrelationships that benefit thefunction.Acts to understand and respondappropriately to the concerns ofothers; demonstrates openness andreceptivity to new information.Builds and maintains strong networkin the market / industry to expanddistribution and maximize business.

FSkills Required

Technical

·Product/Subject matter expertise

·Business perspective & planning

·Finance / Insurance industry awareness

·Self management

·Problem solving skills

·Peer level co-ordination and influencing skills

Behavioral

Essential

Desired

Interpersonal skills

·

Communication skills

·

Creative thinking skills

·

Supervising/Leadership skills

·

Teamwork Skills

·

Influencing skills

·

Relationship Building skills

·

Decision making skills

·

GIncumbent Characteristics

Essential

Desired

Qualification

Graduate

Experience

1-2yearsin Sales

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