Executive Sell

Trainee Program 2Succeed

 Agenda

Why Why Us? Together,

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

Being shown Guiding

the light Light

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

You?
Why YOU? Why Us? Together
4
 Industry

WE Institution

Why US? Impact

Why YOU? Why Us? Together

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

Three
Things!

Am I choosing
the right Am I choosing the
sector? 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
Things!
the last 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
Why US? Growing
1

Life Insurance Penetration (2018)

Life insurance density US$ (2018)
Life insurance density US$ (2018) Compared to global benchmarks,
17.5% 16.8% 6.756
6,756
Indian Insurance Market is Under
4,1953,835 Penetrated
India remains vastly Comparatively, for FY18,
6.2% 6.7% 2,411
3.6% 3.3% 2.7% 339
under-insured, both in Taiwan is at 17.5% and
2.3% 237 225
55 terms of penetration and Hong Kong is at 16.8%.
density, with penetration

Singapore

China

India
Malaysia
Taiwan

Japan

Thailand
Hong Kong
an on
g
or
e
pa
n
an
d
si
a
di
a na
hi
Ta
iw
g
K
ga
p
J a a il
al
a y In C at 2.7% in FY 18
on in Th M
H S

With improved product offerings and macro

India life insurance penetration (FY09-
India life insurance penetration (FY09-
18) India life insurance density US$ (FY09-18)
drivers, we expect insurance penetration in
18) India life insurance density US$ (FY09-18)
India to increase over the 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

FY09

FY10

FY11

FY12

FY13

FY14

FY15

FY16

FY17

FY18

FY09

FY10

FY11

FY12

FY13

FY14

FY15

FY16

FY17

FY18
underwritten in a given year to 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
Why US? Growing
1 2

Highest Protection
Protection
Protection gap
gap (2014) GapDo Indian households have enough financial protection cover
?
(2014)
92.2%
88.3%
to carry on with life in the event of an untimely death of a
78.4%
73.3% 72.5% 70.2%
bread earner?
56.3% 56.0%

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

Compared to other economies And this gap has increased over

India

Thailand

Malaysia

Singapore
China

Indonesia

Hong Kong

Japan

Taiwan

in our region, India has the 4x in last 15 years with

highest protection gap – at significantly low insurance
92.2% penetration and density.

This is the opportunity that we need to seize.

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

Why YOU? Why Us? Together

9
 We are Shining, Happening and
Why US? Growing
1 2 3
75.0
Life expectancy (Years) 1

71.9
Prospect of Living Too
67.6
Long
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
Population composition (bn)1 awareness regarding systematic retirement
1.3 1.6 1.7
6% 9% 15%
planning.

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

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

Nuclear Families and ‘Financialization’ of

Savings
With increasing nuclear families, the question to be
?
Household savings composition
explored is do they have enough resources to dip into
during times of unforeseen eventualities
51% 52% 58%
67%

49% 48%
? Did you know that traditionally Indians used
to park their savings in Gold and Real Estate
33% 42%

FY07 FY10 FY13 FY17

Physical savings
Financial savings mix
Financial 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

11
 Our Institution HDFC Life

Attractive from
Outside
We are a listed firm Consistent profitable growth (PAT in Rs
Bn.)
and the largest life 25.7% 26.0% 24.6% 26.4% 24.3%
insurance company in
India in terms of 12.8 Consistently in the top
market capitalization 8.9
11.1
3.8
10%
3 in the private life
2.6
7.3
1.4 6.7
1.3 1_.
insurance space that is
7.5 8.5 9.0
5.4
8
5.5
highly competitive with
23 firms
FY17 FY18 FY19 H1 H1 FY20
Policyholder Surplus FY19
Shareholder surplus Return on Equity
We are proud to be
part of widely
followed indices such
as Nifty 100, Nifty Next
Remarkable, year-on-year
50, and Nifty 500, S&P highly profitable growth
BSE 100, etc.

Why YOU? Why Us? Together

12
We are the Life at HDFC Happy and Vibrant
Life Inside We have a Balanced Distribution
We are Young and Mix
Increasing share of propriety channels,
Large strong and diversified network of 230+
A 19,000 strong
traditional and 40+ partnerships in
organization
emerging ecosystems
with a sizable portion of the
workforce under 30

We We reward Meritocracy
HDFC Home grown leaders who
have leveraged growth
Lifers opportunities using the well-
We are Proud of our defined lateral and vertical
Brand career growth paths
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
 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

14
 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
 Bancassurance  Medical  Actuary Systems &
 Brokers  Underwriting Technology
 Sales Strategy  Hub  Human
 Retirement and Operations Resources
Pension  Finance &
 MBFC, MFIs, PSUs, Accounts
etc.  Investor
 New Ecosystem Relations
 Strategic Alliances  Learning &
Development
 Audit & Risk
 Ecommerce
 Strategy
 Business
Insights, 15
Why YOU? Why Us? Together
 Presenting

Executive
Trainee Program

Sell
2Succeed
Why YOU? Why Us? Together
16
 What is the Executive Trainee Program?

HDFC Life will hire talent from Management/Business YOU

Schools similar to yours for –Talent
we
are
l oo k
Start your career in HDFC Life’s leading sales channel ing
Opp
ortu
– Bancassurance, in identified locations n it y 01
Comprehensive Onboarding, Practical Functional You
r
Training and On the Job Training Trai
ning 02
Defined career growth path with options You
r Ca r
to aspire for a fast track career path eer
Gro
wth 03
Co m
Higher compensation, benefits, incentives pen
sati
and bonus compared to lateral hires in o
similar roles 1
n an
dB
en e
04
fits

05 ucc eed
1
On achieving the assigned targets and getting the desired performance Se ll 2 S
ratings
Why YOU? Why Us? Together
17
 Join Bancassurance Sales and be part of HDFC
Life’s leading Distribution channel
Product &
Customers Key Support
Operations Investments Teams
 Customer  Investment  Marketing
In Bancassurance, Relations  Product  Business
 Medical  Actuary Systems &
a life insurance
 Underwriting Technology
company ties up  Hub  Human
with a bank to sell Operations Resources
insurance to their  Finance &
Accounts &
 Learning
customers.  Development
Investor
 Relations
Audit & Risk
HDFC Life has successful
partnerships with leading  Ecommerce
HDFC private banks, co-operative Bank
 Strategy
 Business Insights,
We sell our life
Life banks, and small finance
banks insurance&solutions
 Analytics Innovation
to the bank’s customers
through the bank
employees
Why YOU? Why Us? Together
18
 What is Expected from in Bancassurance Sales?
You
Sell Life Insurance in Provide After Sale
Assigned Bank Service to
Branch Customers
Being in
touch
Generate Seek
Leads referrals
B Resolve customer
queries, requests
or complaints

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

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 Manager Corporate Agency higher level that
without prior experience other lateral hires
(SDM- CA)
20
What are your Key Milesones in Year 1 of the ET
Program?
5 Year End Review

2 Ratings
Assignment of
Sales Targets
You will be assigned
Business Targets from your
3rd Month onwards
You will receive support and
guidance from your channel,
managers, trainers and
various organization
enablers to move towards
your targets
Onboarding
Training
1 Month Functional Training;
st
2nd Month On the Job Training
Benefits
3 Onboarding
Based on your performance and your score
Assessment in
the knowledge assessment, you will get any
Will be conducted between 45 th
of the following ratings:
to
70th Day Ratings 5, 4 or 3 =
Organization Process
Confirmed and Promoted
Insurance concepts Your role
as a Senior Corporate
Products Your channel
Agency Manager (Sr.
CAM) and you will
receive increment and
bonus
4 Rating 2 = Traineeship
extension till next STAR
cycle
Mid-Year
Performance Review Rating 1 = This will lead
To assist in your progress to a separation
towards your targets (6 th Month) discussion as you have
1 not met your targets

Note: All Promotions are subject to successfully clearing

Classroom On the Mobile assessments and meeting desired performance expectations
Job
Why YOU? Why Us? Together
21
 Your Comprehensive and Customized
Onboarding and Training Roadmap
Company, Products, Selling OJTs with your
Industry, Concepts in Bancassurance mapped L&D mentor

Week 1 Weeks 2 to 4 Month 2 Month 3 Month 3

Basic Functional, On the Job Assignment of Knowledge

Orientation Practical Training (OJT) Targets Assessment
Training

Be part of Step Up – HDFC Life’s
Employee Certification Program
Self learn curated external
courses with HDFC Life’s
sponsorship; get assessed
internally for knowledge
Avail a fast track growth
path on qualifying in the
Gold Certification Category
Basis Completion of External Courses
and Scores in knowledge assessment

Why YOU? Why Us? Together

22
 Know the HDFC Life Branch Locations
#
where you can be Placed

#
Will be governed by HDFC Life’s
business requirements and available vacancies

Why YOU? Why Us? Together

23
 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 and Other Benefits (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

24
 A Winning
Combination!

We
You & &
Need visual

25
Next Steps

26
 Our Selection Process
Receive Profiles

Shortlist Profiles based on

Defined Criteria

Results from Cognitive Ability Verbal Reasoning

Assessments and Video Numerical Reasoning
Interviews Sales Aptitude

Personal
Interviews

Final Selection
This is where you will receive a
Formal Offer Letter from HDFC
Life.

So, Are you Ready? 27

Thank You!

28