Job Description
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Job Title
Circle Relationship Head Axis Bank
Function
HDFC Branch Banking
Department
Axis Channel
Reporting To
(Title)
Zone Relationship Head – Relationship Axis
Job Band JB 9
Superior’s Superior
(Title)
Head – Relationship Axis
Unit
Birla Sun Life Insurance
Location
Zone Office
Business
Life Insurance
Date
1st August 2026
2-BAN.SL.1.1 BSLI – Confidential
Job Description
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1) Job Purpose
Drive business and achieve targets through allocated region/area. Nurture and maintain the relationship
with the channel partner for the incremental development of the business contributing by the relation
and help/supervise them for the smooth function of the business process flow. Manage a team of Sales
Managers to maintain the proper process of doing valued business for the organisation.
2) Dimensions
What are the areas (in quantitative terms) the job has an impact on?
Dimension Remarks
1. Manpower (Nos.)
5-6 Cluster managers depending
on the regional spread
Indirect – could range from 50 to
75 FLS ( 1 Cluster Manager * 10)
2. Business Impact Xxx
a. Target - (Individual )
Annualized Premium (AVG)– 50
to 70 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 –
? High dependency on HDFC Bank relationships in Open Architecture scenario, where
they 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
Ensure achievement of Targets (Premium &
Revenue) in order to contribute in overall growth
of the company
1. Continuous interaction ( as per RH / ZH's
defined grid ) with the channel partners/Circle
Heads of the Zone
2. Mapping all the key decision makers & build
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Job Description
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review mechanism per mapping basis decided
Intervals
3. Aggressively downloading all the RnR activities
to be run by BSLI
4. Innovative ways to download the R&R acti
Ensure smooth function of the sales and other
processes in order to maximise business potential.
1. Communicating any product changes, process
change or change in any rules and regulations
(internal / IRDA) with the help of different
training module.
2. Supporting in the actual sales and service
aspects including sales calls, issuance and
complaint handling
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
3. To manage the relationship at all the levels to
have the desire out-puts.
Drive effective channel management
1. Work with the channel partner to effectively
use R&R programs to drive desired behaviours
2. Ensure efficient use of spent on Channel
Partners which helps in achieving the end
objective.
3. Ensure achievement of desired levels of
? People Retention:10%
? Activisation of Teams:20%
? FYP ISSUED:50%
? NOPs:10%
? Product Mix: 10% (20%,Trad 50%:
ULIP 40%: Protection 10%Monthly)
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 teams
6. Position gaps / Vacancy to be filled within a
TAT of T+15 Days
7. Identify innovative methods working with the
relationship to enhance penetration of the
database
Ensure the right method of business acquisition in
order get the profitable mix for the organisation
1. Scrutinise the business on regular basis
2. Maintain quality checks. Monitor Customer
Complaints and adhere to defined resolution
TATs - T + 72 Hrs
3. Take necessary documented actions against
defaulting employees on quality / conduct
2-BAN.SL.1.1 BSLI – Confidential
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parameters
Persistency
1. Regular MIS flow and Communication with
Channel Partners on T-30 Basis ( T
Being the renewal date )
2. Resolve queries as and when required to
ensure that renewal takes place on time
3. Fortnightly renewal status review mechanism
to be followed internally
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. SM 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
5) Job Purpose of Direct Reports
Sales Manager / Senior Sales Manager: 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.
6) Relationships (If Applicable)
Internal Frequency Nature
TPD Support Team
Training Manager
HR Dept
Customer Service Team
Daily
Weekly twice
Weekly
Daily
Process, login and issuance related
Training related
Recruitment and other issue
Follow up regarding service issue
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6) Relationships (If Applicable)
Client Service Team Daily Follow up regarding issuance
External Frequency Nature
Bancassurance partner
Client – prospect
Daily
Daily
All issue
Business and service
7) Organizational Relationships (Separate Annexure to be
Attached)
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