Relationship Head - Banca

• Gaining greater mindshare of partners in a multipartner 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.

Key Result Areas KRA (Accountabilities)

• KRA1 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 topoftheline 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 foothold in the relationships and strategize effective steps to neutralize the same.
• KRA2 Plan & Strategize in terms of sales targets in sync with the targets of Partner Banks internal guidelines. Influence Partner Banks to align their Insurance revenue targets with ABHIs 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 locallevel strategies.
  Monthly meeting with ABHI team to clearly strategize priorities
• KRA3 Deliver Premium targets Prepare an overall Sales strategy that achieves both these objectives which inherently has an inverse relationship.
  Identify Client segments and tailormake 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 Banks Line supervisors through MIS.
  Monthly review meetings with Regional heads of Partner Banks to discuss coursecorrection if any.
  Conduct RM Road shows regularly and address them to garner topofthemind recall.
  Plan and Execute R&R Programmes for Partner Banks.
• KRA4 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 advantagesleading 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
• KRA5 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 costbenefit 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.
• KRA6 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. KRA7 Business expansion within Partner Banks relationship in order to meet with ABHIs ambition of reaching premier position in Health Insurance Strategizing with Partner Banks 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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