SENIOR MANAGER
METLIFE INDIA INSURANCE COMPANY LIMITED
Total years of experience :26 years, 5 months
METLIFE INDIA INSURANCE COMPANY LIMITED
June 2012 till date
• Responsible for handling the UBI relationship
TATA AIG LIFE INSURANCE COMPANY LIMITED
ZONE SALES MANAGER (SENIOR MANAGER) -BANCASSURANCE
July 2007 till June 2012
• Accountable for fulfilling the three-pronged role of relationship management, sales& service monitoring & partner engagement for a premier National relationship-United Bank of India.
• Key achievement has been the renewal of the Corporate Agency Agreement with UBI for the next 3 years (April 2011 till April 2014)
• Increase engagement level with partner through continuous touch base with the key stakeholders/decision makers for strategy implementation.
• Develop specific segmented offerings & product-bundles based on the needs of the partner's customer mix. Ensure adherence to the vision of a profitable product mix to create a win-win both situation both internally & externally. Advocate cross-selling & up-selling to existing customer base.
• Successfully launched "Group Total Suraksha"-Group Life Term product targeted for all schematic Asset customers of the bank. Subsequently, conducted market intelligence & detailed analytics report to rate revision & upstage competition.
• Conduct "Persistency Drive", "Interest Waiver Campaigns" &"Service Camps" to boost partner persistency.
• Ensure accurate & timely analytical support to the partner in terms of MIS on key productivity levers.
• Ensure branch level commission credit up to the Branch level through regular liasoning with UBI Bancassurance Department & Corporate Accounts Department. This has facilitated commission income to be reflected in the Branch P/L book as non-interest income.
• Streamline resource planning & management (both internal-TALIC & external-channel partner) . Expansion of scope of business by adding touch points.
• Effective complaints management through daily updation of complaint tracker.
• Successfully execute Joint Publicity Campaign with UBI to increase top of the mind customer recall (handled Joint Publicity Campaigns valued in excess of 6 crores till date.
• Successfully launched TALIC Bank account with UBI. This has eased new business & renewal premium deposit process as well as zeroed the probability of cheque bounce (which was earlier adversely impacting the partner's balance sheet as well)
• Initiated, strategized & successfully executed the "Specified Persons Licensing Program" on a PAN India Scale.
• Executed the "Website Updation" program for the partner & thereby add value to branch level employee awareness as well as enable higher valuations for the Bank.
• Plan, coordinate & execute partnership-related activities such as Press Meets, partner employee trainings & conventions, Sales Activation Plans, etc. (Jaipur & Kuala Lumpur Conventions cases in point)
• Ensured participation at all levels with the Bank's Financial Inclusion Programs from time to time.
• Initiate Health Camp activities as concept. This has gone a really long way in showcasing the TALIC-UBI partnership.
• Liaise internally with the Product Development Team & do input management in terms of providing reverse feedback on various facets-customer pull, product allowable & revenue stream for the channel partner.
• Develop sales compliance culture, high level of professional standards & business integrity.
• Recognize trends or changes in the market place, in the industry or amongst customers & explore ways to leverage internal systems more effectively. Post the data collected with the senior management to recognize future trends & potential opportunities.
Earlier assignments:
ZONE SALES MANAGER-KEY ACCOUNTS (NORTH &EAST)
• Handled Religare Insurance Insurance Broking Limited & its various sub-verticals for PAN North & East from April 2008 till September 2009.
NATIONAL RELATIONSHIP MANAGER-BROKING
• Managed the relationship management piece-strategic perspective, sales & process streamlining for Bajaj Capital & Religare Insurance Broking on a PAN India scale from July 2007 till March 2008.
Key Performance Indicators: • Highest FSO production rate of 1.30 lakhs issued EFYP per FSO for the channel on a PAN India scale.
• Product mix of more than 60% of Jeevan Lakshya & Swarna Jeevan-highest revenue spinners for both the company & channel partner.
• Highest collection on Credit Life business & MRTI.
• FSO attrition rate of les than 5%.
• Contribution of more than 75% of PAN India business from Religare channel (75% in terms of net issued FYP & 56% in terms of NOP)
• Maintained average productivity per FoS (internal) of 4 lakhs plus--highest PAN India for the channel.
• Single highest case of 12 lakhs premium sourced from Religare channel in March 2009.
• Average case size of 32, 000/ for the channel for the year.
• Product mix maintained for Religare: 79%-preferred products (IA-Optima, IA-II, Mahalife Gold), 20%-non-preferred products (IA-Gold & IA-Future), 1%-Single premium.
KOTAK MAHINDRA OLD MUTUAL LIFE INSURANCE LIMITED
DEPUTY CHIEF MANAGER-ALTERNATE CHANNEL
Joined as-Senior Manager-Alternate Channel
March 2005till July 2007
• Responsible for handling the portfolio of BROCA & BANCA-Corporate Agents, Brokers (mostly National Relationships), Individual Life Advisors (ranging from space sellers, Star Agents, DMA's, Venue Sellers, Tax Consultants, etc) as well as internal Kotak relationships (assets, commercial vehicle financing) in the East.
• Handling a team of Assistant Managers & Junior Managers.
• Tie-up/acquisition of new relationships & liasoning with existing ones to boost overall sales in the region.
• Provide manpower support in terms of recruitment & impart regular product training to increase knowledge quotient of existing FOS
TATA AIG LIFE INSURANCE COMPANY LIMITED
AREA SALES MANAGER-BROKING
August 2004 till March 2005
• Responsible for handling the entire gamut of insurance broking partners in the East.
• Formulate sales strategies for increasing penetration through cross-selling/up selling to existing database of customers.
• Formulate Beat Plans to ensure better business focus & monitoring of each channel partner thereby also gaining their optimum mindshare.
AVIVA LIFE INSURANCE COMPANY INDIA PVT. LTD.
SALES MANAGER-BANCASSURANCE
April 2003 till August 2004
• Responsible for managing the ABN AMRO relationship in Kolkata & its various verticals-retail, branch banking & Priority (VGPB)
• Led a team of 16 FPA/FPC's.
• Maximize customer contact & coverage by planning sales calls & logistics.
• Training & feedback sessions with associated Bank Teams & cross-functional units, viz. liabilities, customer services, assets & credit cards to initiate effic lead generation from different touch-points.
• Ensure understanding of internal processes by FPA/ FPC's, maintain system log for all prospects & update system records to reduce TAT & maximize proposal conversion
• Evaluate performance of FPA/FPC's on a timely basis to motivate performers & counsel under-achievers (support, development, disciplinary- LEADERSHIP & MENTOR role)
• Service delivery: Differential treatment for premium &VGPB customers
Key Performance Indicators: • Productivity Ratio: 15-NOP per FPA/FPC/month.
• PC of more than 3 lakhs/FPA/FPC/month.
• Attrition: < 3%
• Persistency Ratio: 97%
ICICI PRUDENTIAL LIFE INSURANCE COMPANY LTD.
FINANCIAL SERVICES COUNSELLOR (BANCASSURANCE)
July2001 till April 2003
• In charge of handling the entire sales & service of life insurance policies that are routed through banks (ICICI & Bank of Madura branches) & "mobile" (Goldmine) channels.
• Implemented a structured callage program on branch HNW clients & institutionalized a system of weekly one-to-one feedback to improve frontline service.
Training programs undergone:
• " Leadership Excellence in Action Program"- Tata AIG Life Insurance Company Limited
• "Leadership Accelerator Program"- Tata AIG Life Insurance Company Limited
• "Impact Account Management Workshop"- Tata AIG Life Insurance Company Limited
• 100 hours IRDA training from Schoolnet, Kolkata
AMERICAN EXPRESS TRAVEL RELATED SERVICES (TRS)
C/O.AMERICAN EXPRESS BANK LIMITED., KOLKATA
TERRITORY SALES LEADER (TSL) IN CONSUMER SERVICES GROUP (CSG)
July 1998 till June 2001
• Effective acquisition though database/reference with special focus on segmented selling/niche marketing as well as of corporate accounts to maximize quality penetration.
• Lead a team of 5-6 sales executives from the external sales channel.
• Develop strong interfaces with key business units viz. Systems, Operations, Personal Financial Services, Credits & Collections and Risk Management in the region.
• Formulation and implementation of feasible & effective sales strategies for the direct sales channel.
• Completed B.E. in Mining Engg. & Geology. in the year 1998 (1994-1998) from Bengal Engineering College, Shibpur with72.9% (1st Class) marks.
• Completed Higher Secondary with Math, Phy, Chem, Stats from South Point High School, Kolkata in the year 1994 with 72.5% (1st Class) marks
• Completed Madhyamik in the year 1992 from South Point High School, Kolkata with 79.0% (1st Class) marks.