Mahesh Thapa
Ranchi
Summary
Dynamic leader with a proven track record in agency development and quality recruitment, notably at ICICI Prudential Life Insurance and Reliance Nippon Life Insurance. Excelled in driving sales, agent activation, and fostering strong relationships and consistently meeting targets. Skilled in quality recruitment and relationship management, I consistently surpass targets through strategic planning and effective team coaching.
Overview
15
15
years of professional experience
Work History
Chief Manager Agency
Reliance Nippon Life Insurance
01.2024 - 10.2024
- Recruitment of advisors and channel development associates (CDAs) through a team of ARDMs, managing partners, and ABM.
- Engaging with existing advisors and driving their qualification for regional, national, and international initiatives to achieve the branch targets.
- Coaching, training, and supporting the existing advisor base, helping them to meet their targets.
- Conduct lead generation activities with agency managers for business generation and agent recruitment.
- Support existing advisors on their MOM activation and productivity and assisting them with their club qualification.
- Conducting business opportunity presentations and driving recruitment targets.
Territory Head, Liability Sales
Axis Max life Insurance Co Ltd
Ranchi
07.2019 - 07.2023
- Successfully leading the cluster (Ranchi, Hazaribagh, and Bokaro) in terms of driving the business and achieving the assigned targets for the clusters (100% plus achievement for YTD targets for FY 22-23, with YOY growth for four consecutive years).
- Building and nurturing the relationship with the bank’s Circle Head, Cluster Heads, and TPP Circle Head for achieving the topline numbers, SP activation, and SP productivity.
- Led the cluster to achieve an SP activation of over 75% month-on-month.
- Leading a team of relationship associates and sales executives to achieve the sales targets and maintain a market share of 80% month-on-month for Axis Max Life Insurance.
- Conducting product training for branch sales teams in coordination with the sales and training teams.
- Driving 13th-month and 25th-month renewal collections by ensuring segmented customer callings and visits by the sales team.
- Personally, visiting HNI customers for renewal collection by explaining the product features and benefits.
- Identifying the manpower gaps in the clusters conducting recruitment drives, and shortlisting the right candidates.
- Preparing and sharing MIS related to daily, weekly, monthly, and quarterly sales achievements, ongoing central contests and campaigns, and persistency to channel partners and the Regional Head within the organization to achieve the desired targets.
- Conducting regular reviews with internal sales teams to measure the sales progress along with renewal collection targets for the assigned clusters
- Driving the cluster through local contests and organizing the same in coordination with cluster head and TPP heads
- Maintaining coordination between sales and operations teams for timely Issuance of logged in business within the stipulated issuance timeline
Senior Cluster Manager
Aditya Birla Sunlife Insurance
Ranchi
04.2018 - 06.2019
- Led the Ranchi cluster within the Jharkhand circle in the HDFC branch banking channel, comprising 12 HDFC bank branches through a team of Relationship Officers.
- I was a part of life insurance professionals who had the initial exposure to open architecture distribution in HDFC branch banking relationships.
- Led the cluster to take the wallet share (market share) to 64% in just four months of the new relationship in July 2019 in my cluster.
- Primarily focused on 100% branch activation by the 7th of every month, followed by RM/PB sales activation by developing a very close relationship with the branch staff, especially focusing on the performing bankers who have a great track record in life insurance sales.
- Conducting product training every day in the bank branches during the slots provided by the branch managers (BOD and EOD both).
- Joint sales calls with RMs, PB sales, and sales closures.
- Visiting the bank branches on a daily basis to influence the bankers to sell the products of ABSLI and highlight the key benefits of the products to increase our wallet share.
- Sharing MIS with the regional product manager and the bank cluster head, and meeting on a weekly basis to update them on ongoing contests and influence them to drive ABSLI products.
- Ensuring the product mix as laid down, with a trad mix of more than 80%, and a 10% term mix within the cluster business.
- Organizing RnR within the branch limits, as per the permissible compliance norms, and motivating the bankers to sell ABSLI products to ensure a 35% wallet share within the assigned cluster.
- Lead generation activities are conducted in coordination with branches, such as organizing workshops and presentations for PSU and private sector clients in groups for LI prospecting.
Area Manager
ICICI Prudential Life Insurance
Chhattisgarh
02.2010 - 03.2018
- Joined ICICI Pru as a Management Trainee after completing the Executive Program in Management and Insurance from the Indian Institute of Management, Calcutta, a full-time, non-residential certificate program.
- Led the Tied Agency channel for the Bilaspur, Korba, and Ambikapur branches through a team of unit managers and agency managers.
- Conducting branch and mass BOPs to identify quality advisor prospects and monitor the entire agent licensing process.
- Engagement with existing advisors and distribution leaders to drive agent activation and achieve the assigned branch targets.
- Conducting training related to new products, processes, and compliance through frequent branch visits, in consultation with the line manager, Agency Head.
- Keeping a close track of new agent licensing, pass percentage, training attendance, and adherence to the entire recruitment process.
- Organizing workshops for recruitment and business lead generation.
- Ensuring 80% persistency in the 13M cohort, and 70% persistency in the 25M cohort through initiatives like telecalling and customer visits.
- Implementing special initiatives like the NRI campaign, the women campaign, etc., to drive a higher ticket size.
- Employee retention through star programs and career progression initiatives to ensure minimum attrition.
Education
Executive Program in Management and Insurance -
Indian Institute of Management Calcutta
01.2010
BA - English Hon’s
Vinoba Bhave University
Hazaribagh, JharkhandSkills
- Agency development
- Quality recruitment/ HNI recruitment
- Agency/ Banca strategy
- Sales planning
- Upsell
- Cross sell
- Life Insurance products
- Relationship management
- Data preparation
- Excel
- Stakeholder communication
- Driving persistency
- CRM management
- Lead management
- Sales
Accomplishments
- Achieved 100% of plan in FY 2022-23 in Axis Bank relationship with YOY growth from 2019 to 2023.
- Maintained an open architecture share of 77% in Axis bank overall business in FY 2022-23.
- Led the cluster to 65% OA share in HDFC branch banking relationship.
- Qualified for Prestigious MD & CEO Award in ICICI Prudential and many other accolades in the previous roles including international and national conventions.
- 3 Times Qualifier of UPSC, Combined Defense Services Exam and participant of the SSB Interviews.
Timeline
Chief Manager Agency
Reliance Nippon Life Insurance
01.2024 - 10.2024
Territory Head, Liability Sales
Axis Max life Insurance Co Ltd
07.2019 - 07.2023
Senior Cluster Manager
Aditya Birla Sunlife Insurance
04.2018 - 06.2019
Area Manager
ICICI Prudential Life Insurance
02.2010 - 03.2018
Executive Program in Management and Insurance -
Indian Institute of Management Calcutta
BA - English Hon’s
Vinoba Bhave University
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