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 Industry Penetration

▪ Life Insurance is a basic need for all individuals either

to safeguard against early death or living long
without income.
▪ Yet India has the lowest penetration for Life
Insurance.
▪ Which means there is still a lot of scope and growth
for the industry in years to come.

With improved product offerings and macro drivers, we

* Source: HDFC Life Investor Presentation 12M FY21 expect insurance penetration in India to increase over the
next few years.

Why YOU? Why Us? Together!

8
 We are Shining, Happening and Growing
Why US?
1 2 Untapped Market-Highest Protection Gap

? Do Indian households have enough financial protection cover to carry on with life in the event of an untimely death of a bread
earner?
Data shows that while economies and wages have grown, life insurance coverage has lagged behind.

▪ The total number of individual policies serviced by all life

insurance companies in India are around 270 million.
▪ Total premium of all life insurance companies is only about 4% of
the GDP.
▪ Millions in India still do not have life insurance. There is a huge
untapped market that has not been explored yet.
▪ India has the highest protection gap in the region, as growth in
savings and life insurance coverage has lagged behind economic
and wage growth

This is the opportunity that we need to seize.

Why YOU? Why Us? Together!

9
 We are Shining, Happening and Growing
Why US?
1 2 3 Prospect of Living Too Long
75.0
Life expectancy (Years)1
71.9 With better healthcare and rising life expectancy, India’s elderly
population is expected to increase by almost 100% by 2035 (as
67.6
compared to 2015).

This rapidly increasing ageing population lacks awareness

2015 2035 2055
regarding systematic retirement planning.
Population composition (bn)1
1.3 1.6 1.7
6% 9% 15%
Hence, there’s an increasing demand for retirement
56%
61%
60%
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!

10
 We are Shining, Happening and Growing
Why US?
1 2 3 4

▪ India’s insurable population is anticipated to touch ~1 billion by 2035

▪ Life expectancy is increasing which means number of elderly population
without income is also increasing.
▪ Elderly population is expected to almost triple by 2050 (as compared to
2015).
▪ Increasing working population – who need to protect their family in case
something happens to them
▪ Increasing number of people who will live longer after retirement – they
need a steady source of income

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

Why YOU? Why Us? Together!

11

We are a listed firm and the
largest life insurance
company in India in terms of
market capitalization
We are proud to be part of
widely followed indices such as
Nifty 100, Nifty Next 50, and
Nifty 500, S&P BSE 100, etc.
Why YOU?
Our Institution HDFC Life
Attractive from Outside
▪ First private life insurance company to receive license in India on 23rd October 2000
▪ Ranked among top three private life insurers in India
▪ Best in class and wide range of products
▪ Nationwide presence – Serving over 900 cities and towns in India with 390 branches
▪ Liaison office in Dubai
▪ Stockholding:
- HDFC Ltd. – 50.0%
- Standard Life – 8.9%
- Public Shareholders – 41.1%
▪ Approx. 22,000+ employees
Consistently in the top 3 in the
Remarkable, year-on-year highly private life insurance space that is
profitable growth highly competitive with 23 firms
Why Us? Together!
12
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!

13
Group Companies

14
To list a few awards that we have won in FY 2020-21

HDFC Life was recognised as a Superbrand for We won the 11th Aegis Graham Bell Award for HDFC Life's Business Insights team won the ET Digital
the 8th time in a row! Innovative digital transformation for Vision AI. Warriors Summit & Awards for Best Innovation for their
Life Certificate project.

We won the ‘Platinum’ at the LACP Vision Awards for Our Business Insights team received the award We won the SAMMIE 2021 for Best Social Media
the 2019-20 Annual Report. The Report was ranked for ‘Best Use of Data Analytics in Business Brand - Cause Marketing for the
19th amongst the top 100 reports worldwide. Intelligence’ at The Customer Fest Awards 2020 #PromisewalaDabba campaign.

We won 2 awards at the event in Performance Marketing for We were recognised as a ‘Great Place to Work’ for
the Phir Hogi Nayi Shuruwat campaign and the the 11th time
#PromisewalaDabba Campaign.
15
Expanding market through consistent product innovation

16
 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!

17
 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!

18
 Presenting

Executive
Trainee Program

Sell
2 Succeed
Why YOU? Why Us? Together!
19
 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 in identified locations

Comprehensive On boarding, 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

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

Why YOU? Why Us? Together!

20
 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)
YOU = Executive Trainee
begin your career in
Bancassurance Sales
Career path for a lateral, Sales Development at HDFC Life – at a
bancassurance new hire without Manager Corporate Agency higher level that
prior experience other lateral hires
(SDM- CA)
22
 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)
YOU = Executive Trainee
begin your career in
Bancassurance Sales
Career path for a lateral, Sales Development at HDFC Life – at a
bancassurance new hire without Manager higher level that
prior experience other lateral hires
(SDM)
24
ET’s Key Milestones in Year 1 of the ET Program?
5 Year End Review

3
Post-Joining
Training Ratings Benefits
Issuance of
4
Joining Letter Based on ET’s performance and score in
the knowledge assessment, following ratings will be given:
ET will be issued a joining letter on
successful completion of the pre- Skill Based On the Job
joining training program
1 month Practical On the Job Training Ratings 5, 4 or 3 = Confirmed
and Promoted as a ASM /
2 Sr.CAM and ET will receive
increment and bonus
On-boarding
Assessments
Rating 2 = Traineeship
Will be conducted after the completion of the 5
OJT Extension till Next STAR Cycle

Mid-Year
Pre-Joining Rating 1 = This will lead to a
Performance Review
Training To assist in ET’s progress
separation discussion as ET has
not met the targets
1 month Functional Training 1 towards their targets (6th Month)

Mobile Virtual Note: All Promotions are subject to successfully clearing assessments and meeting desired
performance expectations 25
Overview of the
Overview 9 weeks
of the Pre Pre
9 weeks andand
PostPost
Joining Training
Joining Training
Designed to provide
Designed essential
to provide knowledge
essential for for
knowledge an ET
an to
ETbe
to successful
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 4 to 5 weeks of
Pre-joining Learning Phase basis department,
the candidate will receive the joining letter
and he/she will be eligible to enter the next
phase of training from week 6 onwards.

26
 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 2,00,000 for self and dependents

Why YOU? Why Us? Together!

27
 A Winning
Combination!

We
You & &
Need visual

28
Thank You!

29