Managing TPD sales activities in the designated market through various channels like Brokers, Corporate Agents, and Banks to ensure that the business plan is met or exceeded. This will include regular engagement with the partners to deepen the relationship, driving the sales through team members to ensure that they meet their targets.
Job Context & Challenges:
About the Health Insurance Industry –
While the current market sees more than 15 non-life players in the private space and 5 exclusive private players in the health insurance space trying to capture a sizable market share, the nationalised service provider (6) remains a strong competitor. In addition to this the business dynamics are such that the overall market on an annual basis which is to the tune of roughly 10,000 Crs sees close to 85 % of the business renewing with the existing service provider itself.
About the Aditya Birla Health Insurance –
Aditya Birla Health Insurance Co. Limited (ABHICL) was incorporated in 2015 as a 51:49 joint venture between Aditya Birla Capital Limited (ABCL) and MMI Strategic Investments (Pty) Ltd. ABHICL commenced its operations in October 2016.
ABHICL has entered the competitive health insurance market with an aim to expand the category to wider customer segments, beyond the ones that health insurance companies traditionally have marketed to. As the 6th entrant in a category with well-established players, ABHICL is creating differentiation and equity for itself though the unique business proposition of “Health Insurance for All”, a one of a kind proposition in India at the moment. This is a philosophy that is being built through every single consumer touch point and into every single backend process of the company to ensure a customer’s experience of our proposition is continuous and seamless.
ABHI’s unique offering to market includes proposition includes -
A Comprehensive Incentivized Wellness Program that will attract the young and health conscious and will motivate, guide and reward them to stay healthy
A Chronic Care Management Program to cater to the unmet needs of a growing Indian population of those suffering from chronic lifestyle conditions like Diabetes, Asthma, High Cholesterol and Hypertension from Day 1
ABHICL serves as an enabler and influencer of health and healthcare choices that customers make, in addition to being a payer of healthcare expenses. Thus, ABHICL would act like a much needed catalyst to grow the prevalent health insurance landscape in India through product innovations and a wider choice of consumer relevant products.
ABHICL’s vision has always been digital. The company has been successful in adopting paper-less approach right from identifying to on-boarding to delivering seamless experience of its customers & employees.
Key Challenges for the role –
Gaining greater mindshare of partners in a multi-partner architecture. In the new open architecture, a partner gives access to limited channels or geography. This consequently leads to sharing of the same revenue pie and thereby reduced revenue from each partner
Managing multiple relationships – and thereby managing differing partner expectations across a wide spectrum of customer segments and reach.
Drive POS activation: With multiple products being available to a POS, and because of low ticket size it is important to ensure interest of POS among the wide spectrum of products available and achieve month on month activation.
KRA (Accountabilities) (Max 1325 Characters)
Supporting Actions (Max 1325 Characters)
KRA1
Driving sales via Various partners for TPD sales
Continuous interaction with brokers and other intermediaries
Obtaining quote request from market & Delivering them on time to the client/partners
Periodic tracking of business volumes and growth. Seek and ensure support from various stake holders to ensure achievement of business targets.
KRA2
Partner engagement and Acquisitions
Understand market dynamics and offering of other manufacturers to the channel partners
Take regular feedback from channel partners to help innovate products and provide solutions at an organizational level
Pursue client specific requirement along with channel partners to support conversion
KRA3
Maintaining Pipeline
Managing a pipeline to achieve desired numbers ant to continuously updating the same
KRA4
P & L
Managing Overall P&L of the portfolio and deliver planned business output in desired product mix and quality
Working with product team to focus on conversions and retention of profitable clients
Weekly tracking of business growth. Seeking support from various stake holders towards closure of business
KRA5
Enable sales force to ensure productivity and retention
Ensure communication of progression plans and incentives, thereby align expectations of team and incentivize team to perform at optimal levels. Objectives.
KRA6
Renewal persistency
Decoding client’s requirement, pain points and opportunity areas
Providing need based solutions to clients to increase stickiness.
This would involve building & strengthening relationships across various stakeholders within the company, in the concerned partner to ensure that the offering we propose, meets their expectations.
KRA7
Identify and develop a team of sales professionals for the Channel
Recruit the best talent from the available clutter
Coach and Develop team members
Build People capability
