Job Description

Position

Branch Relationship Manager

Incumbent

1

Department

Customer Advisory Team

Function

CAT Sales

Reporting to

Territory Manager/Regional Relationship Manager

Band

4A

Location

HYderabad

Team size (D/I)

8-10

JOB SUMMARY

Is responsible for managing, developing & supervising the team with a key focus on Service to sales through relationship management, sales productivity-per-executive, thereby achieving sales & service targets. Also has the flexibility to increase productivity and meet targets through self sourced business from HNI clientele

KEY RESPONSIBILITIES

 Service through relationship management

·         Identify, interview and select sales executives with support from HR.

·         To meet the following productivity measures for the unit: Premium per executive, case rate, persistency, retention and a high % of executives exceeding planned productivity standards

·         Exceed revenue targets

·         Undertake joint field work with executives and observe/demonstrate successful selling skills

·         Conduct Fortnightly performance review (PRP) with executives

·         Help executives use the GOLD system for maximizing business from a given target market

·         Supervise daily activity plan of all executives to ensure that these are being fulfilled as per the desired levels

·         Ensure that all executives under supervision perform 100% as per the company’s rules and regulations wrt. Need based selling, Compliance and Customer service

·         Effectively manage, track and convert leads provided by the in-house telemarketing unit.

·         Engage with customers to provide quick response to customer queries, provide customer service.

·         Assist in Direct customer service policyholder’s complaint resolution.

·         Ensure retention of in his allocated book of relations.

·         Educate team/ prospects about MLI products vis-à-vis products of competition to enable them in taking appropriate decisions

Sales

·       Focus on cross-sell & up-sell opportunity through self sourcing

·       Ensure successful completion of licensing as per MLI standards

Measures of Success

·         Target Achievements (Adj. AFYP, NOP, % Penetration in assigned book of relations of team & Product Mix)

·         Team G3 standard productivity (mainly case rate, case size & Collections) and % of executives consistently achieving G3 standards.

·         Retention of Team

·         Persistency of Portfolio

·         Process Compliance

·         Timeliness & accuracy of reports

·         % Collection (Plan Vs Actual)

·         Complaint Resolution /Customer satisfaction

·         Self Development through certifications/trainings etc

Key Relationships (Internal /External)

Internal – HR/Trainers/Supervisors/Peers

External- Customers

Key competencies/skills required

·         Familiarity with the local market

·         Ability to supervise, develop & motivate team.

·         Result Orientation & adaptability to change

·         Leadership ability

·         Disciplined, structured & process driven

·         MS Office

Job Description

Position

Branch Relationship Manager

Incumbent

1

Department

Customer Advisory Team

Function

CAT Sales

Reporting to

Territory Manager/Regional Relationship Manager

Band

4A

Location

HYderabad

Team size (D/I)

8-10

JOB SUMMARY

Is responsible for managing, developing & supervising the team with a key focus on Service to sales through relationship management, sales productivity-per-executive, thereby achieving sales & service targets. Also has the flexibility to increase productivity and meet targets through self sourced business from HNI clientele

KEY RESPONSIBILITIES

 Service through relationship management

·         Identify, interview and select sales executives with support from HR.

·         To meet the following productivity measures for the unit: Premium per executive, case rate, persistency, retention and a high % of executives exceeding planned productivity standards

·         Exceed revenue targets

·         Undertake joint field work with executives and observe/demonstrate successful selling skills

·         Conduct Fortnightly performance review (PRP) with executives

·         Help executives use the GOLD system for maximizing business from a given target market

·         Supervise daily activity plan of all executives to ensure that these are being fulfilled as per the desired levels

·         Ensure that all executives under supervision perform 100% as per the company’s rules and regulations wrt. Need based selling, Compliance and Customer service

·         Effectively manage, track and convert leads provided by the in-house telemarketing unit.

·         Engage with customers to provide quick response to customer queries, provide customer service.

·         Assist in Direct customer service policyholder’s complaint resolution.

·         Ensure retention of in his allocated book of relations.

·         Educate team/ prospects about MLI products vis-à-vis products of competition to enable them in taking appropriate decisions

Sales

·       Focus on cross-sell & up-sell opportunity through self sourcing

·       Ensure successful completion of licensing as per MLI standards

Measures of Success

·         Target Achievements (Adj. AFYP, NOP, % Penetration in assigned book of relations of team & Product Mix)

·         Team G3 standard productivity (mainly case rate, case size & Collections) and % of executives consistently achieving G3 standards.

·         Retention of Team

·         Persistency of Portfolio

·         Process Compliance

·         Timeliness & accuracy of reports

·         % Collection (Plan Vs Actual)

·         Complaint Resolution /Customer satisfaction

·         Self Development through certifications/trainings etc

Key Relationships (Internal /External)

Internal – HR/Trainers/Supervisors/Peers

External- Customers

Key competencies/skills required

·         Familiarity with the local market

·         Ability to supervise, develop & motivate team.

·         Result Orientation & adaptability to change

·         Leadership ability

·         Disciplined, structured & process driven

·         MS Office