Cluster Manager - Insurance Business Development at Aditya Birla Capital

Job Overview

This position involves driving insurance sales through designated relationship and channel partners within a specific region or zone. The role requires persuading partners to encourage their customers to invest in Birla Sunlife Insurance products, providing comprehensive pre- and post-sales support both to partners and their clients, and overseeing a dedicated team linked to the relationships. The manager is accountable not only for meeting sales targets but also for ensuring steady business growth every quarter.

Challenges and Context

• Dealing with market fluctuations since BSLI mainly offers unit-linked policies.
• Managing high reliance on third-party relationships that may have conflicting priorities, requiring alignment efforts.
• Balancing procedural requirements with channel partners' expectations.

Primary Responsibilities

• Consistently achieve premium and revenue targets to support overall company growth through regular engagement with multiple bank branch heads.
• Map and liaise with key decision-makers, sharing pertinent information with regional and zonal heads.
• Implement reward and recognition programs actively within the organization.
• Devise innovative branch-level activities to boost customer reach and penetration.
• Ensure smooth execution of sales and related processes by communicating updates via training modules and preventing operational disruptions related to sales calls, policy issuance, or complaint handling.
• Manage relationships across all levels, equipped with comprehensive knowledge of insurance and banking products, to deliver desired results.
• Identify and exploit new business opportunities within assigned areas to maximize productivity and revenues.
• Establish monthly activation targets (40% activation with at least 2 cases per active customer at a 50,000 average ticket size) and maintain a product mix ratio of 50% traditional, 40% ULIP, and 10% term insurance.
• Provide suggestions for new products and sales pitches based on a deep understanding of channel partner needs.
• Assess training requirements and coordinate sessions for internal and channel partner teams.
• Perform regular quality checks on business and communicate relevant insights to supervisors.
• Engage customers via welcome calls and follow-up communications.
• Achieve persistency targets by ensuring renewals occur on time and by proactively resolving customer queries.