CLUSTER MANAGER

ROLE PROFILE

BASIC INFORMATION ON THE ROLE

Role Name / Designation

Cluster Manager

Function / Department

Sales

Grade/Level

Manager/Sr Manager

Reporting to

Functionally

Administratively

Regional Business Manager

Regional Business Manager

Reportees

BM, AMB/SE, CRO, CRM

PURPOSE OF THE ROLE

The purpose of the role is to drive several branch teams across a cluster by designing and developing sales strategies & support thereof in alignment with Company’s overall plan, achieving operational excellence, Regulatory compliance as per statute and knowledge empowerment through training with the overall objective to achieve Revenue target of the Cluster.

Key Responsibilities Of The Role

To ensure achievement of Revenue target branch-wise.To decide on product wise sales strategies and provide advice on sales promotion, vertical wise revenue budget management for a profitable result.To plan and implement strategy for new customer acquisition, devise customer relationship programs, etc.To drive and achieve cross sale target as per yearly approved planTo monitor and ensure Branch wise achievement of collectable renewal dues under all verticalsTo monitor Renewal persistency level and necessarily follow up to reach overall Company’s planEffective use of Principals’ Partner PortalDaily monitoring of branch business process and ensuring achieving TATs for distribution benchmarkTo monitor business quality to keep surrender & CDR within the Company’s planService to the customers. Area includes Customer Complaints, Policy Owners’ Service request Claims, Policy Pack Delivery, Discrepancy resolution etcIdentify, select and arrange training of PFPDL employees posted at branches and get them licensed/ certified with IRDA / NISM and renewal of existing licensesDevelop training programs and its materials, product sales stories, being an enabler to improve confidence and efficiencyConduct training needs analysis and also develop, revise/update, deliver and evaluate training and development courses. Source, liaise with and manage internal trainers and external course providers. Assist in developing and implementing talent development and management initiatives.Maintain up-to-date knowledge of new regulations, market practices relevant to products, update knowledge with the assistance of Principals and disseminate any new requirements appropriately.To implement different H.O. directives/ initiatives at branches across the cluster.To maintain relationship with Principal and ensure required / agreed support to branches.Increasing effectiveness of sales teamTo maintain business hygiene at branchesAssessment of finding gaps in regard to training and take corrective actionPractice adult learning methodology

KEY PERFORMANCE INDICATORS

Budgetary achievement in revenue generated from LI, GI, HI & MF (vertical wise)Renewal target under all verticals & 13 months renewal persistency.Achievement of business drivers as per overall plan of the Company# New Customer Generation # Retention % of existing customers # Achievement of Cross Sale PlanRegulatory & internal compliance with adherence to Code of ConductAchievement of various TATs for distribution benchmarkEnsure the defined quantified norms to monitor and review training productivity enhancement of participants post training is adhered to.Effective and efficient usage of the training management system for management of timelines, cost and productivity of the trainers and training programs.Support in activities to ensure training planning, execution and review is done to achieve higher standard through various measures.

MISCELLANEOUS ACTIVITIES

To explore, analyze and identify new positioning activities.To finalize product packaging and launch strategy in consultation with superiors.To develop strategies for sales team training in consultation with all concerned

KEY INTERACTION

Internal

Nature or purpose of interaction

Head of SalesTo seek information on and discuss product viability and budgetingHead – ITTo seek information on MIS related requirementsHead - Customer Service & POTo discuss matters relating to Operations, Customer Service & Regulatory ComplianceHead – LD & SDBudgeting and cost management, training management, MIS Support, Content support.Other HODsTo discuss matters related to their departments.RBM, BMs and branch teamTo ensure and review business planning and budgeting.

External

Nature or purpose of interaction

External VendorTo organize events and marketing campaigns and promotional activities.PrincipalsTo discuss promotional activities and other related matter

Knowledge And Skills

Should possess excellent communication and inter-personal skill.Computer savvyShould have the capacity to lead a team in a Cluster.Financial product hands-on selling background

Capabilities Required For The Role

Customer OrientationTeamwork and collaborationBusiness PerspectiveAchievement OrientationCapability DevelopmentAdaptability to changeProcess effectivenessProblem solvingCommunication