Relationship Officer

Role & responsibilities

Bharti AXA Life is a life insurance player that was started in 2006. It brings together strong financial

expertise of the Paris-headquartered AXA Group and Bharti Enterprises - One of India's leading

business groups with interests in telecom, agricultural business, financial services, and retail. The joint

venture has a 74% stake from Bharti and 26% stake from AXA. It launched national operations in

December 2006. Today, Bharti AXA Life has a national footprint of distributors trained to provide

quality financial advice and insurance solutions to the large Indian customer base.

Bharti AXA Life offers a range of innovative products and services that cater to specific insurance and wealth

management needs of customers

Business Units/Function:

JOB TITLE Relationship Officer/Relationship Executive/Sr. Relationship Officer (RE/RO/SRO)

LEVEL

Exec./ Sr. Exec.

REPORTING TO

Area Head/Sales Manager

MAIN PURPOSE OF

JOB

To fix appointments and generate sales from the qualified prospects’ that have

been provided by the Telca Call Center. As part of the Sales Process, the FO/FE is

expected to do detailed financial needs analysis for the prospect and recommend a

solution that best fits his/her needs; complete all the application form formalities &

service the customer post-sales as well.

ORGANISATION

CHART

Sales Manager/

Area Head

RE/RO/SRO

KEY

ACCOUNTABILITIES

(Duties include, but may

not be limited to these)

END RESULTS KEY ACTIVITIES

Achieve Sales Productivity Target (in

terms of New Business Premium /

WNBRP)

Increase top of the funnel by driving

periodic BTL activities to generate the

RE/RO SRO RM* SRM

6 months 9 months 12 months 12 months

SM-

Direct

Sr.SM

Direct

12 months 12 months

2 | Page

Achieve Efficiency Metrics Targets

(i.e. Lead generation, meetings %,

prospect-conversion %)

Achieve Quality Targets (i.e.

Persistency)

prospect base through natural market,

RD support & corporate worksites

To contact the ‘qualified prospects’ on

an ongoing basis to maximize face-to-

face meetings with the prospects

Adopt a need-based selling approach

(basis the Financial Needs Analysis),

catering to the customer’s profile and

his/ her needs

Rigorous & timely follow-up on all

prospects that are in the work-in-

progress stage

Update & enrich prospect information

in the Leads Management

System(LMS)/VYMO

Track performance at all times in the

LMS/VYMO & strive to maximize

process efficiency (i.e. meetings %,

prospect-conversion %)

Generate referrals from prospects/

customers and build own pipeline and

increase the size of the funnel

Assist & coordinate with the

customers for the medical formalities,

collection of documents etc. to

facilitate smooth policy issuance

Ensure that all procedural

requirements for policy issuance are

complete & correct

Track the policies that have been

logged in the branch to ensure speedy

Issuance

Adhere to the Compliance

requirements and high work

standards

Adhere to compliance & procedural

obligations as per laid out norms

Exhibit the highest standards of

business ethics and follow the

mandated Code Of Conduct in the

company

Meet the internal and external training

and certification standards in a timely

manner

Ensure Customer Service

Satisfaction

Focus on right selling to the customer

and resolving complaints to ensure

that customer commitments are

honored

Manage continued customer

relationship through regular meetings

and handling complaints in a timely

and professional manner

Ensure collection of renewal premium

and high level of customer retention

on a continuous basis

COMPETENCIES KNOWLEDGE AND EXPERIENCE SKILLS

0-3 years of sales experience Selling skills

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(RE: Fresher/RO: 0-2 yrs/SRO:

> 2yrs)

Prior experience in Insurance

Sales & particularly Lead-

generation based Insurance

sales is preferred at RO/SRO

levels

Proficiency in local language is

essential; Ability wo speak

English is desirable

Familiarity with the city &

modes of travel (> 5 yrs);

ownership of a two wheeler

is desirable

Negotiation and networking skills

Good communication skills

Preferred candidate profile

INTERNAL EXTERNAL

Sales Manager / Associate Area

Head / Area Head

Central Telcassurance Team

Business HR

Branch Operations

RCU

Prospects through the Telca Call

Center

Customers

Agents (Referral Partners, other

channels etc)

WORKING

RELATIONSHIP

WITHIN BUSINESS

UNITS

Works with Branch Staff (Operations, Underwriting & Customer Service

Departments), to ensure the smooth processing and servicing of the customers

QUALIFICATIONS Graduate

NATURE OF JOB FTE NFTE DIMENSIONS Generate revenue as per the goal-sheet

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