Business Development Manager

Job

Financial

• Increase reach and market share by adding new clients to the Organizations portfolio of General Insurance.
• Achieve financial targets articulated in the strategic plans of the Organization in terms of the brokerage earned through
• Conversions of new clients
• Retention of existing clients
• Ensuring expansion and cross selling to existing clients
• Support of specialist vertical budgets

Business

• Create potential databases from insurers and other sources
• Obtain policy papers from existing and potential clients
• Conduct thorough analysis of Policy Portfolio of existing and potential clients with inputs from the underwriting and claims department to verify that the client has adequate coverage and best of rates and prepare offerings to bridge gaps
• Interface with claims team and service claims to gain confidence and pitch for new business by taking over the responsibility of enabling the client to get pending claims
• Engage in discussion and sharing notes with other departments to leverage individual strengths
• Participate in monthly meetings to discuss key accounts, strategic initiatives, market trends

Customer

• Send introductory mails or letters, call for appointment before the initial meeting and send thank you note and brochure to all prospective clients after the same.
• Make client lists
• Visit key existing clients on a periodical basis
• Get insurance policies issued in favor of the clients in coordination with the underwriting team and deliver the same to the clients
• Collect premium cheque on time
• Provide best possible client service with respect to all new clients by

- Coordinating with the underwriting team to get renewal notice issued and the renewals done on time

- Engaging with insurance companies and coordinating with the claims team to enable settlement of claims

• Give timely inputs for MIS to management
• Classify potential customers into A-B-C category and implement the following action:
• Cater to all requirements through close liaising with respect to A category and close
• Liaise with B category to covert the leads
• Maintain the C category in the database and schedule follow-up

People

• Acquire product knowledge and always keep self-updated with latest variations in product offerings
• Attend training sessions (external/ internal) and working on on-job assignments to implement new learning. Perform all such duties which are required to be performed by this position in an insurance broking house in general course and to perform all such duties and carry out all such responsibilities so delegated or asked to be performed by the Designated Authority from time to time.

Internal

• Existing clients
• Prospective clients
• Insurance companies
• Employees

Preferred Competencies of Incumbent

a)

Demonstrates domain knowledge in own area of operation

Understands product offerings

Understands service standards as per Organization ethos

Learns continuously and keeps self-updated

b

Relationship

Networks effectively with both external and internal customers

Focuses on building long term sustainable relationships Delivers on commitment every time.

Creative

Understands the strategic objectives of the Organization, unit,

function

Collates data and analyses them objectively

Takes objective decisions based on data to achieve the strategic objective of the Organization

Goes the extra mile to achieve creative solutions

Problem

Designs solutions that meet the requirements of the customer (external/ internal)

Demonstrates a sense of urgency to resolve all external and internal customer concerns and responds to queries and requests within

defined timelines and processes

Educates customers (external/ internal) about changes in processes, policies and offerings

Creates long term relationships with customers (external/ internal) through continuous interface

Obtains customer (external/ internal) feedback to improve

processes

Promotes loyalty and converts customers to brand

ambassadors

Achieves customer delight with respect to both internal and external customers

Is sensitive to code of conduct in office and customer establishments

Perseverance

Makes all possible effort to understand the viewpoints of external and internal customers

Takes all possible steps to resolve issues

Understands the importance of deadlines, proactively remove roadblocks and deliver as per requirement

Tries alternatives to achieve target Does not give up in the face of adversity

Explains own point of view assertively to get necessary support and approval

Is patient and persistent towards follow up on all leads and prospects generated during the past towards new client acquisition

Achievement

Understands the strategic objectives of the Organization, unit,

function

Aligns individual and team targets with strategic goals

Plans and deploy appropriate resources to meet targets in the short and long term

Goes the extra mile to achieve targets as per committed timelines and enable the team to do so

Achieves and motivates excellence irrespective of

circumstances

Shares best practices across businesses

Benchmarks with the best and continuously raises the bar Upgrades competencies of self and team to achieve

tania@salasarservices.com