Job Description

:

A Position Overview
Position Title
Territory/Area Manager
Department
Partnership Distribution
Level/ Band
Asst. Manager / Manager
Role Summary:

• To manage sales and business objective of the cluster, meeting or exceeding key targets
• To ensure achievement of sales targets with optimal market coverage
• To plan resource allocation and be responsible for financial viability of the cluster.
• To effectively lead and manage his sales team by providing them with ongoing coaching
• To ensure that the sale behavior, sales ethics and sales practices of the sales team comply with company standards and regulations
• To closely work with the branch / channel head to design sales strategies and initiatives that will cause improvement of sales performance across business.
• Manage relationship with Channel RSM/ZSM
• Engage with TPP RH and TPP RPM
• Drive SP certification for channel manpower
• Drive sales through mapped channels in the zone

B Organizational Relationships
Reports To
Regional Manager/ Zonal Head
Supervises
RM
C Job Dimensions
Geographic Area Covered
Branch/ Cluster
Internal Stakeholders
Training
Product Management
Marketing
Branch Operations
Distribution Operations
External
Channel Partner
D Key Result Areas
Achieve ANP targets through assigned branches
xc2xb7 Achieve pre-set business targets on ANP, case count, active branch, active sales staff and various KPIs for designated branches/cluster
xc2xb7 Develop joint business and implementation plans with branch manager
xc2xb7 Interact regularly with Sales/ operations team to set targets & achieve required sales
xc2xb7 Initial grooming of the RMs in presentation & selling skills
xc2xb7 Make joint calls with sales team , if required during the initial months
xc2xb7 Accompany the sales team on calls with high-ticket clients
xc2xb7 Build up and maintain solid relationship and rapport with partners district managers, branch managers and all frontline sales
Training of the sales team
xc2xb7 Provide on-going training to partners staff, including products, sales technique, prospecting, objection handling and sales operation and process etc.
xc2xb7 To train the RMs on Presentation and Selling Skills
Monitor sales & provide support
xc2xb7 Analyze the productivity of Sales / operation team to ensure they are delivering as per expectations
xc2xb7 Ensure that the high performers are suitably rewarded & kept motivated
xc2xb7 Counsel the low performers to assess the reasons for low productivity
xc2xb7 Accompany the low performers on calls & give them special attention to motivate them
xc2xb7 Organize trainings for low performers to ensure they are conceptually strong
xc2xb7 Maintain and observe Companys internal control and standards
xc2xb7 Implement and observe the Companys Compliance Policy
xc2xb7 Act as an escalation point for issues pertaining to policy issuance
Arrange various contests & events for the sales team as well as the customers
xc2xb7 Execute templated events for channel partner
xc2xb7 Fulfill the approval requirements
xc2xb7 Analyze the customer response to events to judge the feasibility of the events in terms of leads generated vs. the money spent
MIS & Reporting
xc2xb7 Design and circulate business MIS and reports to various stakeholder as required
xc2xb7 Analyze data cuts on Business Performance and share the findings with the supervisors
E Skills Required
Technical

• Product/Subject matter expertise
• Team Management skills
• Mentoring skills
• Business perspective & planning
• Performance Management skills
• Finance / Insurance industry awareness
• Interviewing skills
• Self management
• Problem solving skills
• Peer level co-ordination and influencing skills

Behavioral
Essential
Desired
Interpersonal skills
About Company:
Tata AIA Life Insurance Company Limited (Tata AIA Life) is a joint venture company, formed by Tata Sons Pvt. Ltd. and AIA Group Ltd. (AIA). Tata AIA Life combines Tatas pre-eminent leadership position in India and AIAs presence as the largest, independent listed pan-Asian life insurance group in the world spanning 18 markets in the Asia Pacific region. Tata AIA Life has written retail new business weighted premium of Rs. 2,692 crore for the financial year 2019-20. For the same period, the 13th month persistency of the company was at 89.10% and, the individual death claims settlement ratio was 99.06%. One of the fastest growing companies in the Life Insurance sector, Tata AIA Life is now ranked at no. 5, based on individual weighted new business premium.