JOB DESCRIPTION
Role Title
Head Enablement – CABR, GCL and Retirement business
Reports To
Head Enablement Partnership
Company
Axis Max Life Insurance Co. Ltd.
Function/ Department
Partnership -Enablement
(Summarize in one statement why the job exists; and how it contributes to the overall objective of the company)
Conduct a comprehensive analysis of the Broking Industry, GCL and Retirement business to create Annual Strategic Sales Plans and Budgets. Enable the sales team to successfully execute these plans via Employee Incentive Programs, Input Allowances, and other recognition and rewards initiatives (Employee PMS). Support Governance and Planning forums with precise and actionable steering documentation. Leverage data analytics to provide insights that drive agile decision-making and ensure optimal execution. Lead the Bank Reporting and all data reconciliations with the Bank and AMLI functional stakeholders
(Accountabilities associated with the job)
1. Strategic Sales Planning:
Develop Annual Business Strategic Plan: Leverage past performance trends, industry benchmarking, and the OA plan to create comprehensive sales strategies focused on achieving growth and increasing counter-share goals. Alignment with AMLI functions on granular sales and VNB plans.- Identify Untapped Business Opportunities: Explore new business prospects within the counters, and design strategic initiatives to capture incremental counter-share and secure exclusivity within the Banks
- Align and Cascade Plans till counter level: Ensure the Field Plans are communicated and executed consistently across all levels.
- Prepare Comprehensive Cost Plans: Develop detailed cost projections, including manpower, R&R, travel, and incentive sales, to support business operations.
- Coordinate with Internal Teams: Collaborate with FP&A and HR teams to secure functional alignments and ensure the execution of plans within the allocated budget for the year.
2. System Mapping, Reporting and Review Forums
Seller code set up in AMLI system with mapped sales hierarchy.- Lead the Sharp Reporting for the sales team and Partner, IRDA Audits with Bank in terms of data reporting.
- Automation of Reporting and Rationalization of ongoing Dashboards
- Develop all planning and review documents to support the Partner and Management forums.
- Conduct proactive data analytics to facilitate informed decision-making in open architecture.
3. Analytics in Open Architecture and Profitability
- Sharp data analytics to identify Top and WinBack pockets and enable Training and Field Teams for apt action plan.
- Enabling special initiatives like Bottom Region improvements, Partners, New Vertical Buildup.
- Simulated WPC steer to drive Positive Product Mix to secure counter share and lift AMLI new business margins.
- Cost Effective Partner campaigns and partner collaboration to execute Central and Regional events with Bank.
4. Employee PMS Design and Execution
Design and implement monthly, quarterly, and annual incentives, CMOB, and R&R schemes for all sales roles.- Ensure visibility of the Employee PMS to drive sales performance and momentum.
- Ensure timely and accurate fulfillment of PMS benefits, in alignment with approved schemes, in collaboration with HR, Finance, and Procurement.
- Conduct structured reconciliations with Finance and provide a one-stop solution for addressing employee grievances related to PMS.
5. Strategic Initiatives and Digital
- Identify, design and program manage new strategic initiatives
- Prepare a digital road map of the channels in alignment with channels heads
- Submit requirement documents, conduct UATs and launch new digital tools
6. People Management
Coaching team on prioritizing assignments and Business guidance- Assess individual training needs and create development plans to enhance expertise in AI tools, Excel, and storytelling for PowerPoint presentations.
- Define clear Key Result Areas (KRAs) for each team member and foster team engagement to maintain high morale.
(Challenges faced on an on-going basis in carrying out the job)
§ Enabling Employee to meet performance standards (MPA) to maintain employee sense of achievement.
§ Timely and Accurate deliverables while addressing Ad-Hoc requirements
(Key decisions taken by job holder at his/her end)
§ Campaigns Spending decisions within Approved Budgets to drive Sales
§ Take decision on the Sales Plan cascading and Employee variable designs to balance Employee morale and Business Growth
§ Monthly WPC decisions to drive Sales while maintaining costs and securing NBMs
(Highlight key relations to be managed by the job holder in performing his/ her role)
Internal:
- FP&A and Finance
- BPMA and Operations
- Procurement
- Products
External:
(Key numerical data which will reflect the scope and scale of activities concerning this job)
(Minimum acceptable proficiency for this job which best indicates the education and/or experience requirements of this job and not the incumbent)
a) Qualifications
§ Minimum Qualification: Master is Business Administration
b) Work Experience
§ Minimum 15-18 years of experience
§ Prior experience of Life Insurance and Partnership Distribution
§ Expertise in Data Analytics; Account Management
