HARISH MANI

Company Introduction

Sarvatail was in business of creating distribution by creating phygital(Physical+Digital) exclusive and non-exclusive outlets.

• Sarvatail platform provided single point access to different services like E-Commerce, Financial Services and Telecom Services to its customers ie retailers / service providers.
• For E-Commerce services Sarvatail had partnered with Amazon
• Financial and telecom services were provided in partnership with different companies

Achievements

• Developed key operational initiatives to drive and maintain substantial business growth.
• Managed all aspects of business including Operations, Marketing, Accounts, Sales, HR, Systems, Alliances and New Product Development

Company Introduction

Vakrangee Ltd is 1000+ Cr technology distribution company with six business verticals of Banking, E-Governance, ATM (WLA), E-Commerce, Logistics and Insurance and has 10000+ Vakrangee Kendras through which it serves customers

Achievements

- Established Insurance Business Vertical and created ‘digital’ insurance distribution model

- Secured requisite licenses from regulator for Corporate Agency

- Successfully forged business partnership and onboarded 9 insurance companies in Life, General and Health Insurance domains respectively

• Life Insurance: HDFC Life, Bajaj Life & LIC
• General Insurance: Tata AIG, Reliance General & HDFC Ergo General
• Health Insurance: Religare Health, Cigna TTK and Aditya Birla Health

- Established Sales Management Processes and drove sales and business activisation through sales team

Responsibilities

Business & Sales Strategy for Proprietary channels (Agency, Direct Sales & Variable Agency)

Achievements

• Prepared strategic & operating business plans.
• Designed, Validated & managed approval of Channel’s Performance & Compensation frameworks.
• Designed partner compensation design & sanctioned approvals.
• Decisioned on capital/opex expenditure proposed/planned by distribution channels.
• Managed analytics functions of distribution channels
• Designed distribution blueprints for proprietary channels namely Agency & Direct Distribution

Responsibilities

- Design and implementation of channel blue-prints sustainable & profitable growth

- Preparation of Business Plans, - Strategic & Sales Plans

- Formulation of Sales Performance strategy & detailed framework (DAP) encompassing Channel design, sales structure, sales remuneration (salary & incentive) & career progression (Channel Delegated Authority Parameters)

Achievements

• Created largest Salaried Sales force in Indian Life Insurance industry around 2008-09, comprising of 3500 salaried financial advisors (FA's) and 800 plus work-stations to provide lead to FA's
• Helped channel to successfully negotiate economic downturn & come out stronger with astute DAP design
• Persistency Management- Implemented NAC (no advisor case) model to tackle increased lapsation
• Devised and implemented SMP (Sales Management Process) project. Project attempted to fundamentally alter way in which salesforce was managed with focus on increased productivity by better man-management

Responsibility

Make the channel profitable

Achievements

Reduction of loss-ratio from 125% to 104% in 8 Cr premium channel in 6 months by:

• Reducing costs by rightsizing team size and other OPEX
• Changing the product mix and taking underwriting calls
• Ensuring proper recording of costs to ensure correct apportioning of common costs

Responsibilities

• Business Development/Top Line Growth
• Product Management/ Bottom-line responsibility;
• Development of processes & process improvements in conjunction with Operations & IT

Achievements

• Managed & implemented online-offline instant policy issuance systems (ILPOS and Ensureplus) & processes for doing large volume & low ticket two wheeler insurance business profitably.
• Developed/managed relationships with leading TW manufacturers like Hero Honda, TVS etc which quadrupled market share in TW insurance from 4% to 16% (2.5 Cr / Month in Nov’05 to 12 Cr / Month by Mar’07). Total premium generated was 130 crores for FY06-07
• Launched very successful Industry first Free-Insurance scheme for two-wheelers in June’2006. Insured record 215000 policies in 45 Days.