Field Relationship Manager

Department/Function:

Direct Reporting:

Career Level:

Highest Education:

Job Objective:

The primary goal of the role is to identify and maximize opportunities to sell insurance products to existing customers of Canara HSBC Life Insurance (CHL) and its bank distribution partners. The role focuses on driving sustainable revenue growth by cross selling a variety of life insurance plans (such as ULIP, Non-par Guaranteed plan, Annuity etc.) to clients who have an existing relationship with CHL, while also expanding outreach to external customer segments of the bank partners

Key Responsibility Areas:

Impact on the Business/ Function:

• Pitch and sell insurance products to existing policyholders and to bank customers
• Identify opportunities to bundle insurance offerings for better customer value
• Achieve set sales targets and contribute to overall business
• Operate in the defined sales process and use the tools provided (e.g., Lead Management System)

Customers /

• Contact customers through calls, emails or meetings to present cross-selling opportunities
• Build strong relationships with clients to ensure repeat business and referrals
• Analyze customer profiles to suggest suitable insurance solutions
• Address customer queries, resolve complaints, and any other doubts
• Collaborate with bank branch and staff basis the requirement and needs
• Coordinate with internal teams like branch operations, new business, underwriting, etc. for effective fulfilment from login to issuance

Product Knowledge

• Comprehensive understanding of the features, benefits, and terms of all insurance products offered
• Proper explanation of policy options, features, terms, and coverage details clearly to customers

Operational

• Controls and Audit are in place as required by IRDA & CHL Compliance
• Foster a compliance culture; act as a change agent to uncover issues and implement innovative solutions to manage risk actively
• Ensure proper usage of Merchandise and PIR

Competencies

• Excellent communication and interpersonal skills
• Good understanding of insurance & bank products
• Effective sales process and lead management skills
• Ability to identify customer needs through need analysis/assessment
• Proficiency in using tools like Lead Management System, Application Journey, BI generation, etc.
• Basic ability to read and understand data reports and MIS
• Sales-driven mindset with a focus on achieving targets