Cluster Manager - HDFC Branch Banking - Rourkela

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. Job Context & Major Challenges Job Context/ Job Challenges: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 Key Result Areas KRA (Accountabilities) (Max 1325 Characters)Supporting Actions (Max 1325 Characters)KRA1Ensure achievement of Targets (Premium & Revenue) in order to contribute in overall growth of the company1. 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 review mechanism per mapping basis decided Intervals3. Aggressively downloading all the RnR activities to be run by BSLI Innovative ways to download the R&R actiKRA10Relation Ship Management: Open Architecture1. To Handle Bank customers requirements with the best services and products ranges2. To be equipped with insurance and Bank Products knowledgeTo manage the relationship at all the levels to have the desire out-puts.KRA11Drive effective channel management1. Work with the channel partner to effectively use R&R programs to drive desired behaviours2. 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 in-depth understanding of Channel needs 5. Identify training needs for the in-house and channel partner teams6. Position gaps / Vacancy to be filled within a TAT of T+15 DaysIdentify innovative methods working with the relationship to enhance penetration of the databaseKRA12Ensure the right method of business acquisition in order get the profitable mix for the organisation1. Scrutinise the business on regular basis2. Maintain quality checks. Monitor Customer Complaints and adhere to defined resolution TATs - T + 72 Hrs Take necessary documented actions against defaulting employees on quality / conduct parametersKRA13Persistency1. 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 time3. Fortnightly renewal status review mechanism to be followed internallyKRA14Building new business opportunities within the allocated area/relationships in order to maximise the productivity / Top Line1. Identify innovative methods working with the relationship to enhance penetration of the database2. SM Review Mechanism to have 40% Activation with 2 Case / Active @ 50K ATS to be focused3. Ensure Product Mix - Trad 50% : ULIP 40% : Term 10%4. 15% Business More than TATA Provide inputs for new products & Sales Pitch, basis an in-depth understanding of Channel needs 5. Identify training needs for the in-house and channel partner teamKRA2Ensure 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 handlingKRA3Relation Ship Management: Open Architecture1. To Handle Bank customers requirements with the best services and products ranges2. To be equipped with insurance and Bank Products knowledgeTo manage the relationship at all the levels to have the desire out-puts.KRA4Drive effective channel management1. Work with the channel partner to effectively use R&R programs to drive desired behaviours2. 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 in-depth understanding of Channel needs 5. Identify training needs for the in-house and channel partner teams6. Position gaps / Vacancy to be filled within a TAT of T+15 DaysIdentify innovative methods working with the relationship to enhance penetration of the databaseKRA5Ensure the right method of business acquisition in order get the profitable mix for the organisation1. Scrutinise the business on regular basis2. Maintain quality checks. Monitor Customer Complaints and adhere to defined resolution TATs - T + 72 Hrs Take necessary documented actions against defaulting employees on quality / conduct parametersKRA6Persistency1. 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 time3. Fortnightly renewal status review mechanism to be followed internallyKRA7Building new business opportunities within the allocated area/relationships in order to maximise the productivity / Top Line1. Identify innovative methods working with the relationship to enhance penetration of the database2. SM Review Mechanism to have 40% Activation with 2 Case / Active @ 50K ATS to be focused3. Ensure Product Mix - Trad 50% : ULIP 40% : Term 10%4. 15% Business More than TATA Provide inputs for new products & Sales Pitch, basis an in-depth understanding of Channel needs 5. Identify training needs for the in-house and channel partner teamKRA8Ensure achievement of Targets (Premium & Revenue) in order to contribute in overall growth of the company1. 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 review mechanism per mapping basis decided Intervals3. Aggressively downloading all the RnR activities to be run by BSLI Innovative ways to download the R&R actiKRA9Ensure 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

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