CLUSTER HEAD
ICICI LOMBARD General Insurance Co ltd
Total years of experience :21 years, 7 Months
Currently working as as Cluster Head (Senior Manager level) with ICICI Lombard General Insurance Co. Ltd for North Kerala (Calicut, Kannur, Malappuram & Palakkad) handling a team of Branch Managers, SM’s & USM’s. Handling a yearly GWP of 6.5 million USD.
ICICI Lombard General Insurance Co. Ltd. ICICI Lombard General Insurance Company Ltd is India's No 1 private sector general insurance company, a 74:26 joint venture between ICICI Bank Limited and Lombard Canada Inc.
Current Key Result Areas:
1.Responsible for both Top line & bottom line (Combined Ratio-profitability) of the Cluster by having correct Product mix through various channels & having control over Direct Expenses. Managing & guiding sales team in achieving KPI Targets.
2.Taking corrective actions at loss making dealerships to keep the Loss ratio at desired level being critical for profitability through various exercises along with In-house Licensed Surveyors & similarly training & driving profitable products through other channels.
3.Manpower Resource Planning (BM’s, Sales Managers, Unit Sales Managers & Sales Officer's) as per Vertical requirement keeping in mind the Expense ratio of the Branch.
4.To review & monitor product wise & vertical wise performance (through various channels - Motor-Dealer Tie ups, Bancassurance channels, Agency channel, Strategic Customer & Direct.) thereby identifying & developing profitable avenues in allocated location.
5.Responsible for hygiene wrt. payments & recon of documents like manual cover notes from intermediaries.
6.Provide backup support to the Team by coordinating with Operations, Underwriting, and Customer Service & IT.
7.Coordinating with legal team wrt. Increase or decrease in provisioning of reserves for TP claims.
8.Track competitor’s activities and bring relevant feedbacks to Managements notice.
Additional responsibilities -
1.Driving focus product in Commercial Vehicles cat-Scv (Manufacturer tie up with Ashok Leyland) across India in the Geo structure by coordinating with the broker & manufacturer for activation & better penetration at channels. Coordinating with central product team for conducting various local level activities as a part of relationship building.
2.Assigned a Project (Part of 5 member team) -Agent licensing & Activation with a desired objective of 15k active agents by 2020 with a scope of Idea Generation, Engagement with internal stakeholders, competitive landscape, conceptualization, setting up milestone, execution, monitoring & performance evaluation .
Key Achievements:
1.Had been consistently able to maintain the highest profitable growth year on year at Zonal level.
2.Had been consistently rated 2 in my entire tenure.
3.Had grown within the organization from Manager to Branch Manager & to the current position of Cluster Head.
4.Team members have also grown to next level within the organization.
Key Result Areas:
1. Ensuring Total Account Management including Account Mapping to understand the roles of the influencer, decision maker etc of the client’s organization complete responsibility of a customer during his entire existence in the network (includes acquisition, collection, and retention.)
2. Train team for effective direct sales. Achieving the targets in terms of product mix, numbers & revenue. Ensuring Sales, Collection and Retention targets are met
3. Actively interact with corporates, to educate and sell solutions.
4. Work out ongoing plans to build and leverage the sales and collection infrastructure that ensures requisite reach and capillarity to help achieve targeted acquisitions and collections.
5.Monitor and ensure upkeep and process adherence at all levels with a view to delight the customers in every interaction. Regularly update documentation and reporting. Directly responsible for receivables management with the clients.
6.Track competitor’s activities and bring relevant information to the managements notice.
7.Ensuring all complaints and request are resolved within turn around time thereby ensuring Retention of customers.
8.To devise creative ideas to attract the target customer’s attention, Regular Follow up etc. Understanding the customers real telecom need and suggest the appropriate solutions.
Key Result Areas:
1. Responsible for acquisition of new corporate accounts in Goa region (Account Mapping).
2.Planning for number as well as revenue targets and streamlining required resources.
3.Co-ordinating with corporate care, service delivery, back office and collection department to ensure activation of requested facilities within stipulated TAT's
4.Ensuring all complaints and request are resolved within turn around time thereby ensuring Retention of customers .
Key Result Areas:
Wireless Network
To appoint 1st level channel partners -CIOU (Customer Interactions Operations Unit)-Web World Express Points) and set processes and systems for the same to monitor activities of the FOS (Sales Collection) team & proper coordination with the commercial & customer care department as per the portfolio allotted to them.
Appointing and handling POS for the post paid services, ensuring the primary and secondary sales for the pre-paid services in the allocated area.
Corporate sales in Pune Region through leads from the POS and others.
VAS-Demonstration, negotiation and after sales conflict resolution.
Wired line Network
As a part of Pre launch preparation of Broadband Telecommunication Services in Pune, identifying strategic locations in Pune region for laying down OFC infrastructure.
Acquisition of space for laying down OFC infrastructure within deadlines set for the launch
Work closely with the operational and Tele-services teams, utilize relationships to ensure that product implementation schedules are met.
M.B.A Full Time course with 68%