Key Account Manager - Alternet

Job Title

Key Account Manager

Function

Sales

Department

HDFC Bank Relationship

Reporting To (Title)

National Key Account Manager

Unit

Aditya Birla Sun Life Insurance Ltd.

Location

Mumbai

Business

Life Insurance

Job Purpose

Engage with bank on identifying digital initiatives and implementation of the same. Work internally with teams for uptake of digital tools. Drive efficiency in the system through analytics and identify opportunities for channel growth.

Dimensions

Areas

Stakeholder & Escalation Management

Product, Process, Digital, Issuances, Query Resolutions, Partner Management

Executing Business Strategy

Sales Enablers, Initiatives, Brand Visibility, Product Mix, Product positioning

Enhancing Sales Productivity & Process Adoption

FLS/FLM SP/Br Activisation, Incentive/Sales Progressions through analytics

Job Context and Major Challenges

Key Challenges

Constant alignment with respective stakeholders/departments within ABSLI.

Manage constant comparison with other insurers in terms of product, process and manpower productivities.

Maintain the balance between ABSLI process requirement and expectations of the Channel partners.

Principal Accountabilities

Accountability

Supporting Activities

Business Development & Partner Management

• Execute Account strategy for the relationship
• Engage vertical and horizontally including the senior management and sales team of the Partners to drive ABSLI business objectives
• Continuously engage with Bank stakeholders to influence them on ABSLI proposition, to explore alternatives to achieve business growth through analytics and digital adoption
• Generate ideas and alternatives with respect to processes, technology, products and new lines of categories to achieve set business objectives with the partner
• Gather and analyze inputs from data analytics, competition benchmarking, market intelligence, new products in the market, etc. to apply learnings for partner business
• Engage with partners to achieve exclusivity, continuously explore ways to give better value and profitability

Analytics for Prompt decision making

• Branch wise, FLS wise, zone wise, internal FLS productivity, ATS, product penetration, persistency
• Oversee data analysis to ensure sharper data cuts are used based on inferences, trend analysis, etc.

Regularly managing and optimizing routine tasks & Driving new Initiatives

• Overseeing daily operations through collaboration with sales heads, department leaders and channel partner
• Improving adoption of current processes to optimize efficiency and productivity
• Influencing Bank on ABSLI critical initiatives/ strategies to implement in the channel
• Identifying core pain points and solving for optimal channel efficiency
• Serving as a subject matter expert, handling inquiries, and developing action plans to address them, and assisting with the preparation and dissemination of communications to field sales staff

Product, Process & Digital Execution

• Undertake competition benchmarking on a regular basis across aspects such as products, processes and technology to continuously innovate, gather intelligence on disruptions in the market
• Drive technology and process integration with bank – on digital, bank systems, products, LI visibility, compliance etc.
• Evaluate and generate ideas for improvements related to APIs, technology, etc
• Identify opportunities to enhance and give customer delight through efficient and simple processes