Job Description: Relationship Manager – Direct ChannelJob Overview
- **Department:** Retail Sales \& Distribution
- **Channel:** Direct Marketing / Direct Sales Channel (DSC) / Loyalty Channel
- **Designation Options:** Executive / Relationship Manager / Senior Relationship Manager
- **Reporting To:** Branch Manager / Sales Manager
- **Location:** Field\-Based (Branch Allocation)
Job Purpose
The primary objective of this role is to drive business revenue by directly interacting with customers. Unlike the agency channel, you will not recruit agents. Instead, you will take ownership of company\-provided leads, manage relationships with existing policyholders, and identify new business opportunities through direct customer engagement, walk\-ins, or telephonic follow\-ups to sell tailored life insurance products.
Key Responsibilities1\. Lead Utilization \& Sales Conversion
- Effectively engage with warm leads provided by the company’s central database, website inquiries, or outbound contact centers.
- Schedule face\-to\-face or virtual appointments with prospective clients to understand their financial goals.
- Pitch appropriate life insurance products (Term Plans, ULIPs, Savings \& Retirement plans) and close sales effectively.
2\. Client Relationship Management \& Cross\-Selling
- Manage a dedicated portfolio of existing clients to handle service requests, queries, and complaints.
- Identify opportunities to upsell or cross\-sell new products to existing policyholders based on their evolving life\-stage needs.
- Establish and maintain long\-term relationships to maximize customer lifetime value.
3\. Business Development \& Cold Sourcing
- Generate fresh, organic leads through references from satisfied clients, personal networking, and cold calling.
- Conduct localized marketing activities or catchments to build local brand awareness and widen the customer base.
4\. Quality \& Compliance
- Ensure high customer retention by focusing on **persistency** (getting clients to pay renewal premiums on time).
- Maintain absolute transparency in product explanations to prevent mis\-selling and fraudulent transactions.
- Ensure all documentation, KYC verification, and application details comply with company guidelines and IRDAI regulations.
5\. Reporting \& Daily Operations
- Meet daily Key Performance Indicators (KPIs), such as making a minimum number of client calls and physical customer visits.
- Update the Lead Management System (LMS) and submit daily Sales MIS reports to the reporting manager.
Required Profile \& QualificationsEducation \& Experience
- **Education:** Graduate in any stream (Any Bachelor's degree). Post\-graduation or an MBA in Marketing/Finance is an added advantage.
- **Experience:** 1 to 5 years of experience in Sales (BFSI, Wealth Management, Retail Sales, Telecom, or high\-energy B2C sectors). Freshers with strong communication and high energy may be considered for junior levels.
Key Skills \& Competencies
- **Sales Drive:** Results\-oriented with a passion for achieving and exceeding monthly targets.
- **Customer Orientation:** Empathy and patience to understand a customer’s financial situation.
- **Communication:** Strong verbal and written communication skills; proficiency in local regional languages is highly preferred.
Pay: ₹200,000\.00 \- ₹400,000\.00 per year
Work Location: In person