Job Purpose

To identify training needs across channels, co-create relevant content, deliver training at the last mile and drive all training initiatives to ensure that employees across sales channels are ready and equipped to interact with customers and intermediaries, and effectively follow the sales process. He would therefore be responsible to drive capability building and productivity parameters in assigned geography – which will include recruitment and activation of channel partners.

Job Context & Major Challenges

Job Context & Challenges: While the current market sees more than 15 non-life players in the private space and 5 exclusive private players in the health insurance space trying to capture a sizable market share, the nationalised service provider (6) remains a strong competitor. In addition to this the business dynamics are such that the overall market on an annual basis which is to the tune of roughly 10,000 Crs sees close to 85 % of the business renewing with the existing service provider itself. This narrows down the opportunity of the fresh business actually being seriously fought in the market to approximately 1500 odd Crs. With the SME and the start-ups being the driving force of Indian economy, the opportunity to cater to these segments is immense and is increasing manifold year on year. The challenge here therefore remains as to how we capture a larger share of the opportunity by developing specific solutions to cater each segment of the business. Also by creating an inexpensive and standardized solution to increase the reach into the pockets of channel partners across the country to harness on their captive business and explore new opportunities with them.

About the Aditya Birla Health Insurance

Aditya Birla Health Insurance Co. Limited (ABHICL) was incorporated in 2015 as a 51:49 joint venture between Aditya Birla Capital Limited (ABCL) and MMI Strategic Investments (Pty) Ltd. ABHICL commenced its operations in October 2016. ABHICL has entered the competitive health insurance market with an aim to expand the category to wider customer segments, beyond the ones that health insurance companies traditionally have marketed to. As the 6th entrant in a category with well-established players, ABHICL is creating differentiation and equity for itself though the unique business proposition of “Health Insurance for All”, a one of a kind proposition in India at the moment. This is a philosophy that is being built through every single consumer touch point and into every single backend process of the company to ensure a customer’s experience of our proposition is continuous and seamless.

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters) Supporting Actions (Max 1325 Characters)

• KRA1: Partner with all distribution channel to determine training needs with the objective to ensure creation of effective training content. Interact closely with senior sales leaders and the Training delivery Heads to determine field training requirements Conduct Training Need Analysis for various target groups (TNA)
• KRA2: Ensure creation of relevant and customised content basis the TNA Ensure creation of ILT & online content in close co-ordination with the content team. Ensure content validations and review of modules created. Ensure continual learning through engaging, interactive and byte size learning
• KRA3: Drive training implementation through the training team, measure effectiveness & impact & capture feedback for improvement. Ensure timely delivery across sales team as well as channel partners through the training team or independently basis requirement Measure impact of training through pre and post measurement tools. Capture feedback & roll out revised interventions
• KRA4: Ensure training delivery and engagement Ensure Sales force is updated with product knowledge through: Induction trainings Knowledge interventions through web based and mobile platforms Refresher modules Drive distributor engagement through innovative training interventions Adopt best practices across industry to add value to distributors Deliver requisite man-days of training Capability and sales skill building through joint calls and field visits