Executive Relationship ManagerS

Executive Relationship ManagerS

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> JOB DESCRIPTION
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> Position Title
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> Executive Relationship Manager S2S
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> Department
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> Direct Distribution – Direct Sales Force
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> Level/ Band
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> Officer (103)
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> Organizational Relationships
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> Reports to Direct
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> Sales Manager
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> Job Dimensions
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> Geographic Area Covered
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> As per mapped branch & city
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> Stakeholders - Internal
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> DSF Sales Force
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> Stakeholders - External
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> Exiting Tata AIA Consumers
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> Key Result Areas
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> Sales
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> ·Achieve the set business targets on ANP and case count
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> ·Acquire New Customer through following:
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> Leads
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> Natural market
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> References
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> Orphan base
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> ·Fix meetings with the prospects to conduct need analysis and explain products
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> ·Implement and adhere to Need Based Selling Model.
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> ·Up- sell & Cross Sell the Orphan Base of Customers allocated.
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> ·Ensuring timely issuance of policies by resolving pending etc.
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> ·Render prompt post sales service to all allocated customers with respect to all domains
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> ·Adhere to the customer touch-point engagement in order to service his portfolio of customers.
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> ·Maintaining the desired persistency ratio
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> ·Strategize and interact closely with the supervisor on delivering on Business nos.
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> ·Work collectively with the supervisor and conduct joint sales calls whenever required
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> ·To develop and implement short term and long term plans to achieve sales targets
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> Customer orientation & reporting/ (MIS)
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> ·Adhere to Activity management framework advised
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> ·Follow – up on their database / leads provided by Lead Management System (Orphan/ New Prospects.
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> ·Update the LMS (Lead management System) on a daily basis.






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> ·Adhering to the Training Road map.
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> ·Providing timely reports to the Supervisor / Area manager as per the requirement.
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> ·Ensuring compliance to internal sales process
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> ·Should be process & product champion to ensure adherence to TALIC policies and procedures.
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> ·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.
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> Skills Required
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> Technical
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> Behavioral
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> Essential
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> Desired
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> Interpersonal Skills
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> ·
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> Communication Skills
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> ·
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> Creative thinking skills
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> ·
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> Supervising/ Leadership skills
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> ·
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> Teamwork Skills
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> ·
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> Influencing Skills
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> ·
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> Relationship Building Skills
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> ·
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> Decision Making Skills
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> ·
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> Incumbent Characteristics
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> Essential
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> Desired
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> Qualification
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> 10+2
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> Graduate
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> Experience
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> 0 -2 years’ experience
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> 2 years’ experience with similar role
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> Age
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> Below 30 years
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> Basic Competency
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> Good Attitude
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> Clear Communication ( Local Language ), Basic English language understanding / communication
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> Basic Mathematics ( % calculation etc )
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> Competency
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> Competency For
> Wealth Planning Officer
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> Proficiency Scale
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> Proficiency Scale Description
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> Consumer Focus
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> Understands the consumer life cycle,





makes him/her feel valued and provides a value proposition suitable to the customer and make him/her a brand ambassador by making use of functional knowledge and expertise.
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> 1
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> Responds to all consumers in a positive way as prescribed and attends to consumers stated needs. Establishes relationship with assigned consumer base and provides them with the required services. Is aware about organization’s key offerings with regard to products and services and tries to match them to the needs of the consumer. Supports persistency through renewal collection for the assigned base and by making every effort to retain consumers by explaining features, advantages and benefits and alternate options available through out the life cycle of the policy.
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> Building and Managing Relationships
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> Collaborating with key stakeholders and team members to build positive working relationships based on confidence, trust and sensitivity to facilitate the accomplishment of common work/ business goals.
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> 1
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> Focused on serving allocated customer base and reaches out to them or new and repeat business. Is comfortable to reach out to stake holders whenever a need arises. Aware about the importance of commitment and respect while dealing with stakeholders and acts accordingly.
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> Effective Communication
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> Able to communicate accurately and concisely with various stakeholders by adapting communication methods based on situation and well reasoned arguments to convince and persuade stakeholder to achieve win-win situations.
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> 1
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> Can adapt to customers medium of interaction using the right language / socio-economic background focus based discussions. Well versed with multiple forms of communication suitable to make decision making easier. Maintains a positive body language while interacting with various stake holders.
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> Taking Ownership
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> Achieves results by taking responsibility proactively and by making timely decisions with speed & urgency.
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> 1
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> Is aware of the results to be delivered and does what is required to achieve the results. Stays focused on delivering tasks for which he/she is accountable. Escalates issues to seniors and waits for their inputs before proceeding further.
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> People Management






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> Develop and manages individuals and team performances through constructive feedback, coaching and mentoring.
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> 1
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> Understands various roles and functions of team/ branch members and aligns well to own role. Comes across as a team player.