Cluster Manager - HDFC Securities - Patna

Job purpose

This role is focused on driving insurance revenue from the allotted relationship or channel partner network within a defined area or zone. The incumbent is expected to influence partners so they can effectively recommend Birla Sun Life Insurance products to their customers, while also ensuring strong pre-sales and post-sales support for both the relationship and the end clients. The position carries accountability for meeting business targets and sustaining quarter-on-quarter growth.

Role dimensions

The position has direct business influence through management of around 10 to 11 team members, depending on branch spread. The individual target is an annualized premium of 5 to 10 crore. The role owns the vertical’s sales target end-to-end and therefore has a direct effect on the relationship’s top-line performance. Customer complaint tolerance is zero, and the role also carries responsibility for maintaining 80% premium persistency, 80% policy persistency, and driving 13-month rolling premium persistency.

Key challenges

• Operating in a volatile market, especially since the business largely relies on unit-linked insurance products.
• Managing a strong dependence on HDFC’s branch banking model in an open architecture environment where other priorities may exist.
• Balancing internal process requirements with the expectations of channel partners.

Principal accountabilities

• Deliver premium and revenue targets to support the company’s overall growth.
• Maintain regular engagement with multiple branch heads and other channel stakeholders.
• Map important decision-makers and keep RH/ZH teams informed.
• Promote and drive organizational recognition and reward initiatives.
• Design branch-level activities that help deepen customer penetration.
• Ensure sales and service operations run smoothly without interruptions.
• Share process, rule, and regulatory updates through suitable training sessions.
• Oversee sales calls, policy issuance, and complaint resolution.
• Manage bank customer requirements through suitable insurance and banking product offerings.
• Build strong working knowledge of both insurance and bank products.
• Strengthen relationships across levels to deliver desired outcomes.
• Identify fresh business opportunities within the allotted area or relationship network.
• Improve database penetration using innovative relationship-led approaches.
• Drive FLS review adherence, aiming for 40% activation with 2 cases per active at ATS 50K.
• Maintain the desired product mix of Traditional 50%, ULIP 40%, and Term 10%.
• Increase business by 15% over TATA and provide input for new products and sales pitch improvements based on channel needs.
• Identify training requirements for internal teams and channel partners.
• Review business performance regularly and escalate relevant updates to superiors.
• Interact with customers through welcome calls.
• Support renewals by resolving customer queries in a timely manner.

Stakeholder interactions

Internal stakeholders include Support Executives, Trainers, HR, Issuance Coordinator, and Client Service teams. Their interaction frequency ranges from daily to monthly or as needed, covering login and policy receipting, training coordination, manpower and recruitment matters, timely policy issuance, and service-related concerns. External interaction is primarily with relationships on a daily basis to support business development and smooth operations.

Additional information

The source also references organizational relationships and sign-off details, including Head HR & Admin, Chief Mgr - HR, and Perf, Comp & Ben. Sign-off fields for signature, name, and date are listed as part of the document trail.