Relationship Manager/Sales Manager

IDBI Federal Life Insurance Co. Ltd.

2 - 4 yrs
Aurangabad, Bengaluru/Bangalore, Chennai, Delhi, Guwahati, Hyderabad /
Secunderabad, Kolhapur, Kolkata, Ludhiana, Mumbai
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Job Description
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To sell insurance products through the assigned bank branches by building long term relationship with
the bank & providing complete after sales services to HNI clients.
Key Accountabilities
Sales:
Accept leads generated from in-branch lead generators as well as warm leads provided by the bank from
the database as well as generate own leads. Make appointments, explore the customers financial needs
in life-related investment and insurance needs areas, select appropriate product to meet these needs
from the companys product range, gain customer agreement to purchase, accurately complete sales
documentation
Incentive programs:
Cascade the incentive programs & ensure complete success in implementation of the same
Sales completion process:
Responsible for sales completion by facilitating completion of medical reports & ensuring prompt issue of
policy document
New markets/segments:
Explore opportunities to develop new markets/ segments in line with company sales strategy from time to
time.
Cross Sell/ Up-Sell:
Build a good customer base in order to explore opportunities to cross-sell & up-sell, Obtain referral to
further prospects where appropriate.
Relationship Building:
Build long term relationship with the bank staff & clients by responding appropriately to all bank/client
queries either directly received or forwarded by the service company.
Know all the branch managers, relationship managers & employees of all assigned branches on a
personal level.
Customer Relationship Management:

Arrange meetings of banks branch managers & staff with existing clients at least once a year,
acknowledging birthdays & anniversaries to review their financial circumstances & life insurance needs as
well as to obtain referrals to further prospects.
After Sales Service:
Accept & follow up on suggestions, request & complaints received from clients, ensure claim requests are
serviced
Performance review:
Proactively ensure performance review by submitting various sales reports as per agreed frequencies in
order to ensure performance targets are achieved & exceeded, ensure meetings with manager to agree
on targets & to review performance. Use these forums to discuss issues of business development.
Training & Development:
Participate in relevant training arranged by the company, take initiative to keep abreast of developments
in products & services, company policies, procedures, sales process & organization. Keep up to date with
market developments by reading newspapers, journals & through personal contacts.
Deliver the snap modules at bank branch level as formulated by the training team
Supporting colleagues & bank sales teams:
Support other Relationship Managers and the bank sales team where requested by the
sales manager by coaching them in company knowledge, products, services & selling skills,
accompanying them on client visits & modeling relevant behavior.

Skills Required:
Consultative selling experience (proven track-record of meeting and exceeding
sales goals)
Demonstrated strategic ability- able to link Amex and customer goals
Excellent oral and written communication, relationship building experience in
developing and executing successful sales strategies
Excellent problem solving skills
Excellent planning skills and territory management skills
High levels of initiative, self motivation and time management
Ability to influence and negotiate with customers both internally and externally
and at all levels
Ability to engage and gain commitment effectively across all communication
platforms (via telephone, email & face to face)
Ability to establish/maintain credibility with customers and partners
Strong on Microsoft Word, PowerPoint, Excel skills