Address- Zone sales planning and execution
- Scan the market across the public sector banks to understand segment growth potential of each banks and its branches, loan book size, analyze historical performance, etc. to propose the targets for AOP
- Analyze the customer segmentation in terms of demographics, geography, characteristics etc. to assess the potential for business
- Plan for activation of branches through R&R activities and monitoring RM visits as well as increasing penetration in active branches to realize full potential of the bank partner in the given geography
- Liaison with the underwriters and senior management to ensure profitable proposals are pushed
- Allocation of monthly performance budgets to team members & team leaders
- Ensuring correct mappings for the team members & team leaders of entire zone.
- Conduct feedback sessions to identify issues on ground & timely resolutions.
- Zone review
- Conduct fortnightly review of team on targets to identify areas of deviations from set objectives, measure performance and give feedback
- Review other business metrics such as loan book penetration, branch conversion, portfolio mix and activation to identify issues and take corrective actions
- Conduct a meeting with State heads to understand the market dynamics, ground level feedback and issues faced every month
- Partner Management
- Maintain relationship and liaise with the Bank authorities namely GM, DGM, marketing heads, Zonal heads, DGM- typically any decision makers in the geography for the banks.
- Attend partner’s branch review meetings to maintain relationship, understand their needs and expectations and resolve any issues e.g. Claims and refunds
- Showcase business opportunities to the Bank authority that can be mutually beneficial
- Identify cross-sell opportunities to partners to generate more revenue through bundling/stapling other insurance products
- Bucketing, identification of bank branches into hipots and inactive branches and be directly involved to enhance productivity
- Drive Topline by showing partners on opportunities leveraged and not leveraged and push for potential performance
- Partner Bank Relationship Management
- Organize Structured Weekly, Fortnightly and monthly meeting with partner branches to resolve service related issues and address escalations.
- Support design and recommend specific products that can be introduced from time to time based on the outcome of the structured meeting or analyzing past trends in the segment or best practices of competition.
- Design, recommend and execute campaign/contest for the Partner Bank to drive sales in profitable segments.
- Liaise with finance team in ensuring that campaign budgets are approved and the payouts are processed timely.
- Operations Management & Review
- Periodically assess/review Loan Book Penetration and Branch activation to enable course correction.
- Organize meetings within/with the team/s to understand challenges faced in terms of conversion at branches and provide solutions.
- Put in place real time MIS & Reporting to ensure information available at all times on all performance or productivity parameters.
- Team Development
- Identify and place right talent at branches by participating in the recruitment process.
- Communicate and establish individual performance parameters and expectation and review periodically
Coordinate with specific departments to facilitate Product/Functional/Behavioral training to arrest any discrepancy that might hinder individual as well as department performance
