Aditya Birla Capital - Strategy Lead - Private Bank Relationship Domain (6-12 yrs)

Strategy Lead - Leading Private Bank Relationship

Job Description:

- The role is responsible for conceptualizing & driving BSLIs Sales and Distribution Strategy for Bancassurance Relationship in an Open Architecture.

- The role requires a very deep understanding of Banks core functioning and business model so that he should be able to identify the opportunities available for cross sell of Life Insurance.

- The role requirement also includes an in depth understanding of the Bancassurance channel so that aligning the bank on Insurance companys objective should not be a challenge.

- The other key demand of the role will be doing business planning and numbers projection basis a deep analysis of the banks various business verticals, their business models, their existing customer base, their touch points with the bank, Relationship value of these customers, relationship vintage, number of resources deployed by the bank to cater to the need of these customers and the geography.

- All this needs to be done not in isolation but keeping in mind the industry performance as a benchmark.

Sales Management & Development:

1. To manage P&L for the channel along with channel head and ensure course corrections and risk mitigations strategies are implemented in a timely manner.

2. To lead development of performance management systems for channel including SP, incentives and KPIs.

3. Initiate and implement corrective action basis various underlying trends of the MISs.

4. To continuously review Sales processes and improvise them basis evolving business needs.

5. Continuously evaluate existing channel structure and identify optimum Man power requirement basis evolving regional and central needs.

6. Interact regularly with sales team for sales review, feedback and implementation of initiatives.

7. To implement development of Analytics engine for the channel.

- Prepare, monitor & control channel budgets and define business targets.

Budgets:

1. Liaison with the organization & sales leadership to understand business.

2. plans and accordingly help in creating a roadmap for the budget for the year.

3. Conduct Impact Analysis of existing & new initiatives on the budget & creating provisions for the same.

- Discuss &prioritize items on budget basis discussion with sales leadership/sales vertical heads.

4. Finalization of the Budget taking into account trends, existing or potential issues and opportunities in coordination with the sales leadership.

Targets/KPIs:

1. Analysis of data basis past trends, market /regulatory conditions on various business parameters and benchmark competition performance basis locations/vintage/FLS behaviour/market condition to arrive at business targets.

2.Finalization of the KPIs for all roles in Bancassurance across country with the help of Sales leadership.

3. Publication of periodic dashboards and suggestions for corrective measures to the field force to cover up the gap on various business levers.

4. Monitor compensation pay-outs every month to track influence on following parameters:

a. Retention b. Productivity c. Earning potential

5. Ensure the compensation and career progression is such which has long lasting impact on the field force and acts as a retention tool.

Relationship Management:

1. Co Creating unique business models with the bank so that we have an edge over competition.

2. Lead the bank towards implementation of BSLI s business strategy.

3. Create Quality benchmarks of performance so that bank values the BSLI way of working

Sales Automation:

1. Evaluating ongoing processes & various tools, portals, communication triggers for sales team support.

2. To identify and implement projects to cater to evolving needs of the channel.

3. To implement and drive critical IT initiatives.

Alternate Business Strategy and Development:

1. To identify and develop Alternate Business Strategies and avenues for channel.

2. To liaison with other functions to develop cross-functional business projects.

3. To lead the implementation of business models along with channel head.

Training and Productivity:

1. To co-own training architecture along with Channel Head and Training Head.

2. To liaison with Training team in implementation of training architecture.

3. Liaise with training team to arrange regular training sessions on different products and to improve sales teams selling capabilities.

Team Management:

1. Optimize employee talent and expertise.

2.Ensure adequate training, development opportunities and career planning is established for the team.

3. Motivate the team and maintain employee satisfaction at optimal levels.