Canara HSBC OBC Life Insurance Company Limited

Role Title: Insurance Counselors (Manager/Sr. Manager)

Role Profile Date

Job Code

New or Existing Role? X Current Existing

Role Holder's Name : IC

Line Manager's Name &

- Role Title : RSM

Job Code

Functional Line Manager(s)' Name(s) &

- Role Title(s)

Sr VP Sales Strategy &

- Development

Job Code(s)

Business/Function&

Location

(Country/Department)

Sales / Sales Training

Role Purpose (overall high level summary of the role)

To work closely with Planners of HSBC, for improving the insurance penetration by providing technical assistance, knowledge of Insurance products in the Industry & processes, also the selling skills as well as best industry practices. He would also be measured objectively from time to time as per the business requirements ( Refer Measures of Success – section*). The role, plays the influential part to improvise the sales and conviction of INM planners in Traditional Plans as a portfolio management tool along with Debt related instruments.

This role demands high levels of knowledge in Life Insurance and its variants along with fair knowledge about the entire financial markets.

Principal Accountabilities: Key activities and decision making areas

Typical Targets and Measures of Success

Impact on the Business / Function

 Joint Calls

 Financial Planning Sessions with customers alongside the planners

 Sales closures

 Planner activation

 Maintain the agreed productivity per planner

 Maintain the agreed Trad mix

 Subject Matter expert

As per agreed Measures of Success annually with HSBC Bank.

Customers / Stakeholders

 Planners

 Sales Managers of HSBC (Level 1 reporting Manager for

Planners)

 Branch Managers of HSBC

 RSM/ASM

 Cluster Head

- Preparation and execution of Monthly Activity Plan
- Expectation setting through Steering committee with BMs/SMs
- Support RSM/ASM with the data and help items
- 'THOU SHALT' contribute and take higher responsibility for





Need Based Selling by using Conversational Selling Skills

- 'THOU SHALT' adhere to and concentrate on continuous learning for self as well as for planners
- 'THOU SHALT' report and seek help from all the stake holders to

ROLE PROFILE TEMPLATE

Canara HSBC OBC Life Insurance Company Limited keep up the objectives of this role

Leadership &

- Teamwork

 Demonstrate Leadership

 Influencing Skills

 Create a common goal and seek it

- Should be able to drive the goals and MOS set by the management by taking the common agreement of Planners
- Have the influencing skills for showcasing the benefits of achieving the goals and its associated objectives

3.

Operational Effectiveness &

- Control

 Timely Reporting

 Adhering to Processes

 No Audit Gaps



- Follow and correct the course as per the MIS published from time to time
- Always adhere to process and maintain the sales quality
- Make sure the policies are issued without any PFRs (Pending for requirements)
- Quickly adapt for HSBC sales quality and amend/ create the sales pitches and follow

Major Challenges (The challenges inherent in the role that require a continual test of the role holder's abilities)

 Acceptance from HSBC Planners and existing ISMs of CHOICe

 Building relationship with the Bank stakeholders.

Role Context (The environment and operating conditions of the role including the extent of guidance and authority)

 IPEs have to interact with the stake holders of HSBCand create the strategy to achieve the objectives

 Connecting with customers who are not met up with Advance/Premier Bank RM's although these customers are mapped to the Bank

RMs





 Swiftly change the strategy based on the performance from week to week

 Should be demanding and influencing to reach the expected objectives

 Will be working closely with CHOICe sales team mapped to HSBC

 Will have dotted line reporting with the Regional Sales Manager

Management &

- Leadership of Regulatory, Compliance &
- Operational Risk (Operational Risk / Control requirements)

Report any operational risk or operational risk loss to the line manager immediately (who is required to timely report to Operational Risk

Coordinator) if the jobholder becomes aware of emerging or inadequately controlled operational risk or identify an operational risk loss in accordance with section B.1.2 of the Group Operations FIM.

Observation of Internal Controls (Compliance Policy / Control requirements)

To timely report any emerging or inadequately controlled risks and operational risk losses to their line management and the Risk management function

Role Dimensions (e.g. Revenue targets etc. in INR'000)

ROLE PROFILE TEMPLATE

Canara HSBC OBC Life Insurance Company Limited

 NA

Headcount reporting tothis role

(All staff in the dept/section, including direct &

indirect subordinates. Do not include dotted/functional reportees headcount here.)

Direct

Individual

Contribution

Role

Indirect: Total: 5 to 6

Dotted/functional reportees to this role, if any (state title of the job): NA

Knowledge &

Experience / Qualifications (For the role – not the role holder. Minimum requirements of the role.)

B. University (BA) or (BS) C. Post Graduate (Masters)

A. Two years or less B. Two to five years C. Five to ten years D. Over ten years

[COMPLETE]

Organizational Chart (Insert or attach the high level organization chart of the department plus the detailed sectional organization chart showing where this job sits in the overall structure, its reporting line, its peers and subordinates, if any, bearing job title and job code.)

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