Executive Sell

Trainee Program 2 Succeed

 Agenda

Why You? Why Us?

Together,
how do we look ?
2
Because, From To
You have the
Team
potential to move Trainees Leaders
from…

Being shown Guiding Light

the light

Mature,
Raw, rookie Well Groomed,
talents Responsible
Why You? Professionals

Why YOU? Why Us? Together!

3
 Have High
Because we Learning
Quotient

Believe You…
Are Ready
to Think

Are Talented

Have the
Potential to
Succeed

Why You? Are Digitally Savvy

Why YOU? Why Us? Together!

4
 Industry

WE Institution

Why US? Impact

Why YOU? Why Us? Together!

5
 What you should check for when stepping into
Why US? the corporate world?

Three
Things!

Am I choosing the
right sector? Am I choosing the right
organization?
Am I choosing the
right industry?

Why YOU? Why Us? Together!

6
 With us, be assured, you can tick all the three
boxes!
Why US?

Three
We have demonstrated
profitable growth in the last
Things!
5 years and the growth story
looks promising.

Yes, I am in the right

sector. Yes, I am in the right
organization.
Yes, I am in the right
industry.

Why YOU? Why Us? Together!

7
 We are Shining, Happening and Growing
Why US?
1

Life Insurance Penetration (2018)

Life insurance density US$ (2018) Compared to global benchmarks, Indian Insurance
17.5% 16.8% 6.756
6,756 Market is Under Penetrated
4,195
3,835
India remains vastly under- Comparatively, for FY18, Taiwan
6.2% 6.7% 2,411
3.6% 3.3% 2.7% 339 insured, both in terms of is at 17.5% and Hong Kong is at
2.3% 237 225
55 penetration and density, with 16.8%.
penetration at 2.7% in FY 18

China

India
Taiwan

Thailand
Hong Kong

Malaysia
Singapore

Japan
With improved product offerings and macro drivers, we
expect insurance penetration in India to increase over the
India life insurance penetration (FY09-18) India life insurance density US$ (FY09-18)
next few years.
56 55
4.6% 4.4% 48 49 47
41 43 41 44 43
4.0%
3.4% 3.2% 3.1%
2.6% 2.7% 2.7% 2.8%

Penetration as measured by premiums as % of GDP; Density defined as the ratio of premium underwritten in a given year to
FY13

FY14

FY15

FY15

FY16

FY17
FY09

FY10

FY11

FY12

FY16

FY17

FY18

FY09

FY10

FY11

FY12

FY13

FY14

FY18
the total population

Source: Swiss Re (Based on respective financial year of the countries), MOSPI, UN Report (2017)

Why YOU? Why Us? Together!

8
 We are Shining, Happening and Growing
Why US?
1 2

Highest Protection Gap

Protection gap (2014) Do Indian households have enough financial protection cover to carry on
92.2%
88.3%
78.4%
? with life in the event of an untimely death of a bread earner?
73.3% 72.5% 70.2%

56.3% 56.0%

Data shows that while economies and wages have grown, life insurance coverage
16.4%
has lagged behind.

Compared to other economies in our And this gap has increased over 4x in
Taiwan
Malaysia
China
India

Japan
Indonesia
Thailand

Hong Kong

Singapore

region, India has the highest protection last 15 years with significantly low
gap – at 92.2% insurance penetration and density.

This is the opportunity that we need to seize.

Source: Swiss Re (Based on respective financial year of the countries), MOSPI

Why YOU? Why Us? Together!

9
 We are Shining, Happening and Growing
Why US?
1 2 3
75.0
Life expectancy (Years)1
71.9 Prospect of Living Too Long
67.6 With better healthcare and rising life expectancy, India’s elderly
population is expected to increase by almost 100% by 2035 (as
compared to 2015).
2015 2035 2055
This rapidly increasing ageing population lacks awareness
Population composition (bn)1 regarding systematic retirement planning.
1.3 1.6 1.7
6% 9% 15%

56%
61%
60% Hence, there’s an increasing demand for retirement
savings and pension products.
38% 30% 25%

2015 2035 2055

Source: United Nations World Populations Prospects Report (2017)
Less than 20 years 20-64 years 65 years and above

Why YOU? Why Us? Together!

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 We are Shining, Happening and Growing
Why US?
1 2 3 4

Nuclear Families and ‘Financialization’ of Savings

Household savings composition
With increasing nuclear families, the question to be explored is do they
? have enough resources to dip into
during times of unforeseen eventualities
51% 52% 58%
67%
Did you know that traditionally Indians used to park their
? savings in Gold and Real Estate
49% 48% 42%
33%

FY07 FY10 FY13 FY17

Financial savings
Financial savings mix
Physical savings
With India’s strong economic growth and buoyant equity markets, there
is an increasing preference towards financial savings - insurance,
mutual funds, etc.

Source: DBIE-RBI Statistics, RBI Annual Report, Economic Survey, CSO, www.pmjdy.gov.in

Why YOU? Why Us? Together!

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 Our Institution HDFC Life

Attractive from Outside

Profit/Loss (Inr Crs) 1300

We are a listed firm and the 1400
1280
1110
largest life insurance 1200
company in India in terms of 1000 892
market capitalization 800 725
786 818

600
451
400 271
200
-275 -99
0
2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020
-200
We are proud to be part of -400
widely followed indices such as
Nifty 100, Nifty Next 50, and
Nifty 500, S&P BSE 100, etc.
Remarkable, year-on-year highly Consistently in the top 3 in the
profitable growth private life insurance space that is
highly competitive with 23 firms

Why YOU? Why Us? Together!

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We are the Life at HDFC Life Happy and Vibrant Inside

We have a Balanced Distribution Mix

We are Young and Large Increasing share of propriety channels, strong and
diversified network of 230+ traditional and 40+
A 19,000 strong organization
partnerships in emerging ecosystems
with a sizable portion of the
workforce under 30

We reward Meritocracy
We HDFC Home grown leaders who have
Lifers leveraged growth opportunities using the
well-defined lateral and vertical career
growth paths
We are Proud of our Brand
A SuperBrand with parentage of HDFC,
India’s leading housing finance
institution and Standard Life
Aberdeen, UK’s leading provider of
financial services
We are Digital and Social
Real-time customer onboarding with mobility apps and
automation of customer service through bots, digital
marketing with presence on social channels such as
Facebook, Twitter and LinkedIn

Why YOU? Why Us? Together!

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 A Growing Insured
Circle of 51.4 million
Influence lives

(Based on New Business: Individual and Group

Segment)

Source: H1 Investor Presentation FY 20

Why YOU? Why Us? Together!

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 So, how have we structured ourselves to deliver our
promise? These are the key Departments @ HDFC Life.

Sales and Operations Product & Key Support

Distribution Investments Teams

▪ Agency ▪ Customer ▪ Investment ▪ Marketing

▪ Direct Sales Relations ▪ Product ▪ Business Systems &
▪ Bancassurance ▪ Medical ▪ Actuary Technology
▪ Brokers ▪ Underwriting ▪ Human Resources
▪ Sales Strategy ▪ Hub Operations ▪ Finance & Accounts
▪ Retirement and ▪ Investor Relations
Pension ▪ Learning &
▪ MBFC, MFIs, PSUs, etc. Development
▪ New Ecosystem ▪ Audit & Risk
▪ Strategic Alliances ▪ Ecommerce
▪ Strategy
▪ Business Insights,
▪ Analytics &
Innovation

Why YOU? Why Us? Together!

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 Presenting

Executive
Trainee Program

Sell
2 Succeed
Why YOU? Why Us? Together!
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 What is the Executive Trainee Program?

HDFC Life will hire talent from Management/Business Schools similar to

yours

Start your career in HDFC Life’s leading sales channels –

Bancassurance/Agency/Direct Sales in identified locations

Comprehensive Onboarding, Practical Functional Training

and On the Job Training

Defined career growth path with options

to aspire for a fast track career path

Higher compensation, benefits, incentives and bonus

compared to lateral hires in similar roles 1

1 On achieving the assigned targets and getting the desired performance ratings

Why YOU? Why Us? Together!

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 What is Expected from You in Bancassurance Sales?

Sell Life Insurance in Provide After Sale Service

Assigned Bank Branch to Customers
Being in
touch
Generate Seek
Leads referrals
B Resolve customer
queries, requests or
complaints

Build Relationship with

Understand
customer's needs Licensed Bank Staff Guide
customers to
Pitch suitable life insurance
various HDFC
solutions ▪ Joint calls Life
▪ Lead generation touchpoints
activities ▪ Email
Support bank staff with ▪ Branch
▪Training ▪ Helpline
Close the sale ▪ Review and track ▪ Chat
▪Pitching life insurance
products targets ▪ Twitter
▪ Weekly reviews,
actionable, etc
Achieve Sales Customer
Targets Satisfaction
Meet Channel
Objectives
r Career Growth Path in Bancassurance AVP

Sr. TM

Territory Manager (TM)

Executive BM (EBM) Sr. CSM Grow in a

Grow in a
Sales Role as Field Sales
an Individual Managerial
Sr. BM (SBM) Corporate Sales Manager (CSM) Role
Contributor

Bancassurance Manager (BM)

Sr. CAM Sr. CAM

Corporate Agency This is how you will

Manager (CAM)
Career path for a lateral, Sales Development
bancassurance new hire without Manager Corporate Agency
prior experience
(SDM- CA)
YOU = Executive Trainee
begin your career in
Bancassurance Sales
at HDFC Life – at a
higher level that
other lateral hires
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 What is Expected from the FLS in Agency Sales?

Sell Life Insurance through Provide After Sale Service

Agents to Customers

Comply to the defined Sales

Management Process
Hire, train, manage and drive a
team of financial B
consultants.(Agents)

Provide Support to
Team
Travel – to meet
Support your Customers and Financial
Effectively pitch to customers Financial Consultants
and prospect to new customers Consultant on
Pre and post sales

Focus on quality Meet targets shared as per

of business and organizations’ growth plan.
Persistency
Achieve Sales Customer
Targets Satisfaction
Meet Channel
Objectives
 Your Career Growth Path in Agency AVP

Associate Regional
Manager (ARM)/ Sr. CH

Executive SM (ESM) Circle Head (CH) Grow in a

Grow in a
Sales Role as Field Sales
an Individual Managerial
Sr. Sales Manager (SSM) Associate Circle Head(ACH) Role
Contributor

Sales Manager (SM)

Assistant Sales Manager (ASM) Assistant Sales Manager (ASM)

Business Development This is how you will

Manager (BDM)
Career path for a lateral, Sales Development
bancassurance new hire without Manager
prior experience
(SDM)
YOU = Executive Trainee
begin your career in
Bancassurance Sales
at HDFC Life – at a
higher level that
other lateral hires
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ET’s Key Milestones in Year 1 of the ET Program?
5 Year End Review
3 Post-Joining
Training
Ratings Benefits
4 On-boarding Based on your performance and your score in
Assessments the knowledge assessment, you will get any
Skill Based On the Job of the following ratings:
Will be conducted after the completion of the
1 month Practical Training
OJT
Ratings 5, 4 or 3 = Confirmed
Organization Process
2 Insurance concepts Your role
and Promoted as Sr.
CAM/ASM/ARM and you will
Products Your channel
receive increment and bonus
Issuance of Skills
Joining Letter
You will be issued a joining letter on
5 Rating 2 = Confirmed as a
successful completion of the pre-
Corporate Agency Manager
joining training program
(CAM)
Mid-Year Rating 1 = This will lead to a
Performance Review separation discussion as you
Pre-Joining To assist in your progress have not met your targets
Training towards your targets (6th Month)
1 month Functional Training 1

Note: All Promotions are subject to successfully clearing assessments and meeting desired
performance expectations 22
Mobile Virtual
Overview of the
Overview 9 weeks
of the PrePre
9 weeks andand
PostPost
Joining Training
Joining Training
Designed to provide
Designed essential
to provide knowledge
essential for for
knowledge an ET
an to
ET be successful
to be successful
Week 1 Weeks 2 to 5 Weeks 6 to 9
Pre-joining Pre-joining
Self Learning Phase Graded Test Learning Phase Graded Assessments OJT Phase

Mobile Mobile Virtual Mobile Mobile Issuance of the On the Job

Classroom joining letter Training
Self learn to warm up for ▪ Check your Learn the following through 22 days virtual ▪ Check your Bank branch visit for
the next phase Learning classroom program: Learning target based activities like:
Basic orientation on: ▪ Marks will be ▪ Insurance and Banking Industry ▪ Marks will be ▪ Shadow & Observation
▪ HDFC Life counted in ▪ HDFC Life counted in over Calls for lobby
▪ Insurance Concepts over all ranking ▪ Bancassurance Channel all ranking management, lead
Via MLearn, HDFC Life’s ▪ Our Banca Partner: HDFC Bank generation and different
mobile learning platform ▪ Basics of Insurance and Financial Market stages of selling
for about 15 - 20 min. per ▪ HDFC Life Products ▪ SP Connect for lead
day ▪ Selling Skills generation
▪ Optimising sales through channel partner ▪ Joint sales calls with L1,
engagement trainer

With intermittent quizzes and assessments

On successful completion of 5 weeks of Pre-
joining Learning Phase, the candidate will
receive the joining letter and he/she will be
eligible to enter the next phase of training
from week 6 onwards.

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 Your Annual Remuneration
Components Annual (INR) Monthly (INR)

Fixed Pay
Basic 1,15,000 9,625
Other Allowance 64,493 5,374
Tablet Allowance 12,000 1,000
Daily Activity Allowance 24,000 2,000
House Rental Allowance 69,300 5,775
Statutory Bonus 24,000 2000
Total Monthly Gross 3,09,293 25,774
Retirals (As per relevant Regulations & Acts)
Provident Fund 21,600
Gratuity 5,582
Flexi Pay 41,225
Valued Benefits
Group Insurance Benefit 7,300
Fixed Cost to Company 3,85,000
Variable Pay
Variable Pay for Performance* 40,000
Total Cost to Company 4,25,000

*Variable Pay for Performance (VPP) payout is subject to your achieving a rating of “3 - Meets
Expectations” and above. This Rating is assigned to an individual, on successful completion of the Executive Trainee
program(12 m),basis actual performance against the defined targets.

Other Benefits (as per prevalent Company Policy):

Group Term Insurance: Term cover of INR 12,00,000
Mediclaim: INR 4,00,000 for self and dependents

Why YOU? Why Us? Together!

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 A Winning
Combination!

We
You & &
Need visual

25
Thank You!

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