Chief Manager - ACE Program Office, Sales Initiative Grid

Function Summary

• Execute annual business plan and field strategy via the Axis Center for Excellence (ACE) and its end-to-end program management
• Drive thought leadership, excellence and business transformation in Open Architecture with Axis Bank
• Manage the Axis Bank relationship by driving strategic projects / initiatives
• Develop and enhance distribution models (existing and new)
• Govern and drive field behavior
• Foster cross-functional collaboration with internal teams and key stakeholders
• Promote technology adoption, implement processes and customized solutions
• Study best practices internally and in competition; identify, develop, and implement sales initiatives

Job Summary

• Manage the Axis Bank relationship by identifying growth / development opportunities of existing and new channels, modulations of distribution models, process structuring or product reorientation
• Develop and execute strategy and implement sales initiatives, analyze market trends, and optimize sales strategies to drive growth and achieve sales targets.
• Drive business transformation initiatives to enable winning in Open Architecture and enhance Axis Max Life thought leadership with Axis Bank
• Enable functional excellence and accountability across functional stakeholders to bring convergence leading to integrated thinking, process re-design
• Build excellence in field launches, dissemination and technology adoption
• Undertake key projects on channel innovation delivery strategies
• Support the relationship in building business intelligence through analytics and environment scan on an ongoing basis

Key Responsibilities

Axis Center of Excellence (ACE) Program Management Lead a central program management team of 3-4 to enable the following

• Seamless execution of the Sales Management Process
• Driving various key strategic initiatives which are focused toward enhancing the quality of our sales team s communication with our partner customers, and improving behavior
• Help with leveraging the digital tools, capability sessions and process improvements by our teams to ensure we are the first choice to our partner and customer.
• Collaborate with Products, Training and Marketing to provide customized product solutions across all key verticals and customer segments
• Liaise with Compliance, Legal, DSDO, Finance, BPMA for timely execution and problem solving of channel initiatives
• Presentation to different stakeholders on initiatives

Channel Development / Enablement

• Market study of various distribution models in bancassurance including Alternate Channel space
• Structuring development models and processes for new channels like transaction banking, SME, phone-based channels, credit cards and digital channels.
• Evaluate possibilities of modulations of distribution models, process restructuring, product reorientation through regular structured interaction with the field (internal as well as bancassurance partner)
• Prepare field presentations for review and governance
• Manage KRA for Channel and Business Partner
• Liaise with cross functions for timely resolution of queries and issues

Sales Initiatives Grid Market Intel

• Develop and implement sales initiatives to drive business growth, sales excellence, process improvement, stronger execution, etc in the channel
• Analyse internal best practices across channels, market trends and competitor strategies to identify opportunities for improvement
• Create and maintain a sales initiative grid to track and manage activities and performance
• Collaborate with the sales team to ensure alignment with overall business objectives
• Monitor and report on the effectiveness of sales initiatives, providing insights and recommendations for improvement
• Conduct training sessions for the sales team on new initiatives and strategies
• Work closely with marketing and product development teams to ensure cohesive strategies
• Gather and analyse market intelligence to inform sales strategies and identify emerging trends
• Provide actionable insights based on market data to support decision-making processes

Key Competencies / skill required

• Strategic thinking and analytical skills
• Ability to understand the big picture
• Sound knowledge of Bancassurance or Banking operations model
• Very strong communication skills ability to express ideas clearly and persuasively
• Planning and Organization Effectiveness in planning and organizing activities of himself/herself and team members
• Intra Organization skills Ability to work together with all stakeholders involved, flexibility in taking feedback and modifying approach
• Strong understanding of the life insurance market and its products

Desired qualification and experience

• Postgraduate from Tier 1 B Schools with 8-10 years of experience in BFSI / Business Consulting (mandatory)
• The incumbent should be currently working in strategy development in BFSI (preferred)
• Experience of translating strategy into delivery through plans, programs, people and culture
• Highly analytical and comfortable working with complex data sets
• Detailed understanding of financial forecast modelling built around multiple assumptions / variables
• Play a challenger role and maintain independence while supporting channel strategies at the same time
• Ability to communicate effectively, connect and inspire colleagues at all levels of the organization
• Sharp prioritization and delegation while working with multiple priorities while managing ambiguity and change