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Relationship Manager - TPD Sales - Hero Fincop - Delhi

Aditya Birla Group -
Delhi

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Job details

Benefits

Health insurance

Full job description

Designation:

Location: India Delhi ABHI Netaji Subhash Place

Organization: Financial Services

Job Description:

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. This narrows down the opportunity of the fresh business actually being seriously fought in the market to approximately 1500 odd Crs. With the SME and the start-ups being the driving force of Indian economy, the opportunity to cater to these segments is immense and is increasing manifold year on year. The challenge here therefore remains as to how we capture a larger share of the opportunity by developing specific solutions to cater each segment of the business. Also by creating an inexpensive and standardized solution to increase the reach into the pockets of channel partners across the country to harness on their captive business and explore new opportunities with them.

Market Opportunities – With the advent of medical advancements, lifestyle changes, change in Indian socio-economic scenario and Indian healthcare space, and the insurers are facing challenges to cater to the needs of this diverse clientele. Increasingly Indian customers have started considering health insurance partners as ententions of health advisers. In this scenario it becomes extremely important to understand their psyche and then provide tailored solutions with wellness benefits which would help them meet their end objectives and bring in profitable revenue source for the company.

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
In a geographically distributed partner presence consistent POS activation month on month is a real challenge, and holds the key to achievement of topline milestones.
Aligning local branch teams who have multiple products to achieve their targets. In a banking setup the banker has a suit of multiple products and can fulfil his target from them. In such environment it is extremely difficult to get a separate target for our organization or gain enough mindshare to source substantial volume for a product with lower ticket size.

4) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)

Key Result Areas

Supporting Actions

Ensuring Partner Banks continue their partnership with ABHI despite pressures from competing Insurance Companies

Continue to integrate both systems and processes of ABHI and Partner Bank so as to increase the ‘stickiness’ of relationship
Provide top-of-the-line Sales support to facilitate ease and comfort in selling ABHI products.
Provide superior Customer experience
Ensure continuous engagement at all levels of management of partner Banks with ABHI.
Closely monitor any perceived threats getting a foot-hold in the relationships and strategize effective steps to neutralize the same.

Plan & Strategize in terms of sales targets in sync with the targets of Partner Bank’s internal guidelines.

Influence Partner Banks to align their Insurance revenue targets with ABHI’s targets.
Planning the Product mix to reach the desired objective.
Planning training needs and methods.
Identify Customer segments and strategize the Sales process around it.
Designing R&R programs to motivate Sales force
Monthly meeting with Partner Banks Head Office Product team on ‘strategy for the month’.
Monthly meetings with Line Supervisors for local-level strategies.
Monthly meeting with ABHI team to clearly strategize priorities

Deliver Premium targets

Prepare an overall Sales strategy that achieves both these objectives which inherently has an inverse relationship.
Identify Client segments and tailor-make prompt strategies in consultation with the line function.
Set benchmarks and monitor the progress on a daily basis.
Implement Sales Management system that tracks activities of ABHI Sales force.
Provide feedback on Insurance related activities at the ground to Partner Bank’s Line supervisors through MIS.
Monthly review meetings with Regional heads of Partner Banks to discuss course-correction if any.
Conduct RM Road shows regularly and address them to garner top-of-the-mind recall.
Plan and Execute R&R Programmes for Partner Banks.

Ensure design and implementation of cutting edge Sales Management Practices to effectively manage expectations of a highly competitive and professional team of Partner Bankers.

Collaborate on creation of appropriate training plans to enable better understanding of customer needs, our product offerings and its advantages – leading to quality sales call and higher volumes
Collaborate on creation of Sales Incentives Plans to drive the teams to desired levels of productivity and achievement of GWP targets
Collaborate on creation of appropriate progression plans

Running a Profit Center through effective management of spending.

Discussion with Internal Planning and accounts team on budgets available on projected Sales and product mix.
Adhering to IRDA, ABHI and Partner Banks compliances while planning expenses.
Planning and strategising the ‘spending’ with Partner Banks Product team and line functions.
Working out cost-benefit analysis for every planned spending.
Put in place checks and balances to control the quality of business
Conduct periodic reviews and audits.
Introduce ‘strategic spending’, if required at specific instances to create momentum, in consultation with all stake holders.

Manage Renewals

Managing the Partner Banks dedicated renewal team based out of Mumbai to ensure renewal of premium regularly
Provide Partner Banks branch wise data to inform customers regarding renewal premium to be collected.
Team up with Partner Banks product team to motivate through R&R programs for Service executives of Partner Banks, based out of branches in order to collect renewals every month.
Plan and strategise with the Actuarial team to provide product features that disincentives surrenders and incentives for long term loyalty.
Ensuring adequate focus is maintained by the sales team on renewals.

Business expansion within Partner Banks relationship in order to meet with ABHI’s ambition of reaching premier position in Health Insurance

Strategizing with Partner Banks’s Pan India Client Acquisition team to meet the new Customers for ABHI products.
Design and run R&R programs for Acquisition team for referring leads for ABHI.
Identify the new opportunities and execute the action plan to have incremental business.
Identify innovative methods working with the relationship to enhance penetration of the database horizontally.

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Job Description:

4) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)

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