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 top-of-the-line 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 foot-hold in the relationships and strategize effective steps to neutralize the same.
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Plan & Strategize in terms of sales targets in sync with the targets of Partner Bank's internal guidelines. | - Influence Partner Banks to align their Insurance revenue targets with ABHI's 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 local-level strategies.
- Monthly meeting with ABHI team to clearly strategize priorities
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Deliver Premium targets | - Prepare an overall Sales strategy that achieves both these objectives which inherently has an inverse relationship.
- Identify Client segments and tailor-make 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 Bank's Line supervisors through MIS.
- Monthly review meetings with Regional heads of Partner Banks to discuss course-correction if any.
- Conduct RM Road shows regularly and address them to garner top-of-the-mind recall.
- Plan and Execute R&R Programmes for Partner Banks.
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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 advantages - leading 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
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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 cost-benefit 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.
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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.
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Business expansion within Partner Banks relationship in order to meet with ABHI's ambition of reaching premier position in Health Insurance | - Strategizing with Partner Banks's 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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