2-BAN.SL.1.1.1 BSLI – Confidential
Job Description
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Job Title
Cluster Manager HDFC Bank
Function
HDFC Branch Banking
Department
HDFC Channel
Reporting To
(Title)
Circle Relationship Head HDFC Bank
Job Band JB 10
Superior’s Superior
(Title)
Zone Relationship Head – Relationship HDFC
Unit
Birla Sun Life Insurance
Location
Zone Office
Business
Life Insurance
Date
February 9th 2018
2-BAN.SL.1.1.1 BSLI – Confidential
Job Description
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1) Job Purpose
To derive Insurance Business from assigned Relationship/Channel partner in an area or zone, to
convince the relationship so they can convince their customer to invest in Birla Sunlife Insurance.
To ensure all the pre and post sales support and services to the relationship as well as to the
clients along with the team dedicated to the relationship. Ensure not only achieving the target but
also to make sure there is a consistent growth in the business every quarter.
2) Dimensions
What are the areas (in quantitative terms) the job has an impact on?
Dimension Remarks
1. Manpower (Nos.)
10-11 depending Branch Spread
2. Business Impact Xxx
a. Target - (Individual )
Annualized Premium (AVG)– 5-
10 Cr
Complete accountability of the
Sales Target of the Vertical
which has a direct impact on the
Relationship’s top-line target.
b. Customer Complaints 0 Customer Complaints
At HDFC Customer Complaints
are critical and hence every
vertical head will look personally
c. Persistency
80% Premium Persistency
80% Policy Persistency
Drive 13 month Rolling Premium
Persistency
3) Job Context & Major Challenges
(What are the specific aspects of the job that provide a challenge to the jobholder in the
context of the Unit/Zone?
Key Challenges for the role –
? Market Volatility as BSLI predominantly sell unit linked policies
? High dependency on HDFC Branch Banking Model in Open Architecture who may have their
own priorities so alignment is the key.
? Balancing between the process requirement and expectations of the Channel partners
4) Principal Accountabilities
Accountability Supporting Actions
Achieve Targets (Premium & Revenue) in order to
contribute in overall growth of the company
1. Continuous interaction with the channel
partners ( Multiple Branch Heads of the Bank)
2. Mapping all the key decision makers and
2-BAN.SL.1.1.1 BSLI – Confidential
Job Description
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ensuring that the same information is shared
with the RH/ZH
3. Aggressively downloading all the RnR activities
running by the organisation.
4. Create Innovative ways to have Branch
Activities to increase the customer
penetration
Executes smooth function of the sales and other
processes in order to maximise business potential.
1. Communicate any process change or change in
any rules and regulations by the help of
different training module.
2. Ensure that actual sales and service aspects
including sales calls, issuance and complaint
handling are carried out without any blocks
Relation Ship Management: Open Architecture
1. To Handle Bank customers requirements with
the best services and products ranges
2. To be equipped with insurance and Bank
Products knowledge
To manage the relationship at all the levels to
have the desire out-puts.
Building new business opportunities within the
allocated area/relationships in order to maximise
the productivity / Top Line
1. Identify innovative methods working with the
relationship to enhance penetration of the
database
2. FLS Review Mechanism to have 40% Activation
with 2 Case / Active @ 50K ATS to be focused
3. Ensure Product Mix - Trad 50% : ULIP 40% :
Term 10%
4. 15% Business More than TATA Provide inputs
for new products & Sales Pitch, basis an indepth
understanding of Channel needs
5. Identify training needs for the in-house and
channel partner team
Execute the right method of business acquisition
in order get the profitable mix for the
organisation
1. Scrutinise the business on regular basis and
give the relevant information to superiors
2. Interact with the customers through welcome
calls
Achieve Persistency targets as per the company
norms so that renewals take place on time
1. Communicate with customers and
2. resolve queries as and when required to
ensure that renewal takes place on time
2-BAN.SL.1.1.1 BSLI – Confidential
Job Description
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5) Relationships (If Applicable)
Internal Frequency Nature
Support Executive’s
Trainers
HR
Issuance Coordinator
Client Service
Daily
Monthly
As and When
Required
Daily
As and When
Required
To Log-in and receipting Policies.
For arranging trainings for the team as
well as for the relationships.
Mainly recruitments and man power
related issues.
To Ensure the policies are Issued on
time.
Service related issues.
External Frequency Nature
Relationship
Daily
Business Development and to ensure
the smooth sailing,
7) Organizational Relationships (Separate Annexure to be
Attached)
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