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Job Overview

This position entails generating insurance business through designated relationship and channel partners within a specific region or zone. The role is to persuade these partners to encourage their customers to invest in Birla Sunlife Insurance, while providing full support both pre- and post-sale to the partners and clients. The Cluster Manager is accountable not only for meeting targets but also for ensuring steady business growth every quarter.

Key Dimensions

Manpower: Managing a team of 10-11 staff depending on branch distribution.
Business Impact: Responsible for an individual annualized premium target averaging between 5 to 10 crore INR.
Customer Complaints: Zero tolerance policy; a key focus area for higher management.
Persistency: Maintain 80% premium and policy persistency while driving 13-month rolling premium persistency.

Challenges

Managing market volatility, particularly as Birla Sun Life Insurance primarily sells unit-linked policies.
Dependence on the HDFC Branch Banking Model within an open architecture framework, requiring alignment amid competing priorities.
Balancing adherence to process requirements with channel partner expectations.

Primary Responsibilities

Attain premium and revenue targets to contribute to overall company growth.
Engage continuously with multiple branch heads to maintain strong channel partner relationships.
Identify and communicate all key decision makers in the network to Regional and Zone Heads.
Leverage organizational recognition and reward activities actively.
Create innovative branch activities to enhance customer penetration.
Streamline sales and operational processes to maximize business potential.
Communicate any changes in processes or regulations via training modules.
Ensure seamless execution of sales, issuance, and complaint resolution.
Manage relationships comprehensively across all levels within the open architecture framework.
Possess strong knowledge of both insurance and bank products.
Explore and cultivate new business opportunities within specified areas to maximize top-line productivity.
Innovate methods to increase penetration of the client database.
Achieve at least 40% activation with 2 cases per active financial landscape service personnel averaging ticket size of 50,000 INR.
Ensure product mix distribution of approximately 50% traditional, 40% ULIP, and 10% term insurance.
Generate 15% additional business beyond Tata alliances.
Contribute inputs for new products and sales pitches based on in-depth channel need analysis.
Identify and coordinate training needs for internal teams and channel partners.
Review business regularly to inform superiors of relevant insights.
Conduct welcome calls to customers and resolve queries to ensure timely renewals.

Internal Relationships

Support Executives: Daily interaction to log policies and receipting.
Trainers: Monthly to arrange training sessions.
HR Department: As required for recruitment and manpower issues.
Issuance Coordinators: Daily communication to ensure timely policy issuance.
Client Service Teams: As needed to resolve service-related matters.

External Relationships

Relationship partners: Daily engagement to drive business development and ensure smooth operations.

Additional Information

Sign-off and authorization by HR and job analysis teams are standard procedure for this role.

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