Key Relationship Manager - HDFC Bank Branch Banking

Job Description

Job Description

A Position Overview

Position Title

Key Relationship Manager - HDFC Bank Branch Banking

Department

Partnership Distribution

Level/ Band

AVP / Senior Manager & 601/501

Role Summary:
• To manage sales and business objective, meeting or exceeding key targets
• To ensure achievement of sales targets with optimal market coverage.
• To effectively coordinate with the partner RMs by providing them with ongoing coaching
• To ensure that the sales behaviour, sales ethics and sales practices of the sales team comply with company standards and regulations
• To closely work with the branch / channel head to design sales strategies and initiatives that will cause improvement of sales performance across business.
• To work closely and manage HNI partner customers

B Organizational Relationships

Reports To

Head - Strategy Bancassurance

Supervises

C Job Dimensions

Geographic Area Covered

Zone/ Cluster

Internal Stakeholders

Training

Product Management

Marketing

Branch Operations

Distribution Operations

External

Channel Partner

D Key Result Areas

Organization Process

Key Contributions

Achieve ANP targets
• Achieve pre-set business targets on ANP, active branch, active sales staff and various KPIs for designated branches/cluster
• Develop joint business and implementation plans with channel partner
• Interact regularly with Sales/ operations team to set targets & achieve required sales
• Initial grooming of the Business Development Managers in presentation & selling skills from bank side
• Make joint calls with sales team
• Accompany the sales team on calls with high-ticket clients
• Build up and maintain solid relationship and rapport with partner's sales leadership and all frontline sales

Training of the sales team
• Provide on-going training to partner's staff, including products, sales technique, prospecting, objection handling and sales operation and process etc.
• To train the Business Development Managers on Presentation and Selling Skills

Monitor sales & provide support
• Analyze the productivity of Sales / operation team to ensure they are delivering as per expectations
• Maintain and observe Company's internal control and standards
• Implement and observe the Company's Compliance Policy
• Act as an escalation point for issues pertaining to policy issuance

Arrange various contests & events for the sales team as well as the customers
• Execute templated events for channel partner
• Fulfill the approval requirements
• Analyze the customer response to events to judge the feasibility of the events in terms of leads generated vs. the money spent

MIS & Reporting
• Design and circulate business MIS and reports to various stakeholder as required
• Analyze data cuts on Business Performance and share the findings with the supervisors

Risk
• Participate in risk mitigation plans, contingency planning, business continuity programs by executing and reporting within defined timelines. Highlight and recommend process gaps, flaws and process changes

E Skills Required

Technical
• Sales experience of HNI channels in Banking environment
• Partner management
• Product/Subject matter expertise
• Team Management skills
• Business perspective & planning
• Finance / Insurance industry awareness
• Interviewing skills
• Self-Management
• Problem solving skills
• Peer level co-ordination and influencing skills

Behavioral

Essential

Desired

Interpersonal skills

Yes

Communication skills

Yes

Creative thinking skills

Yes

Supervising/Leadership skills

Yes

Teamwork Skills

Yes

Influencing skills

Yes

Relationship Building skills

Yes

Decision making skills

Yes

Language Skills

English

F Incumbent Characteristics

Essential

Desired

Qualification

MBA/ PG Graduate

Experience

12 - 15 years Sales Experience (Insurance Service Background