Job Description

A Position Overview



Position Title

Territory/Area Manager



Department

Partnership Distribution (IBL)



Level/ Band

Asst. Manager / Manager

Role Summary:

• To manage sales and business objective of the cluster, for designated channels/partners; 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 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 work with the Regional Channel Head/s to design geography specific sales plan and initiatives that will ensure channel\xe2\x80\x99s target achievement B Organizational Relationships



Reports To

Zonal Sales Head



Supervises

Relationship Managers
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


Achieve pre-set business targets on ANP, case count, RM productivity, active branch, active sales staff and various KPIs for designated branches/cluster
Develop joint business and implementation plans with branch manager
Interact regularly with Sales/ operations team to set targets & achieve required sales
Initial grooming of the Relationship Managers in presentation & selling skills
Make joint calls with sales team, if required during the initial months
Accompany the sales team on calls with high-ticket clients
Build up and maintain solid relationship and rapport with partner\xe2\x80\x99s district managers, branch managers and all frontline sales




Training of the sales team


Provide on-going training to partner\xe2\x80\x99s staff, including products, sales technique, prospecting, objection handling and sales operation and process etc.
To train the Relationship Managers on Presentation and Selling Skills





Monitor sales & provide support


Analyze the productivity of Sales / operation team to ensure they are delivering as per expectations
Ensure that the high performers are suitably rewarded & kept motivated
Counsel the low performers to assess the reasons for low productivity
Accompany the low performers on calls & give them special attention to motivate them
Organize trainings for low performers to ensure they are conceptually strong
Maintain and observe Company\xe2\x80\x99s internal control and standards
Implement and observe the Company\xe2\x80\x99s Compliance Policy
Act as an escalation point for issues pertaining to policy issuance





Arrange various contests & events for the sales team as well as the customers


Execute templated events for channel partner
Fulfill the approval requirements
Analyze the customer response to events to judge the feasibility of the events in terms of leads generated vs. the money spent




MIS & Reporting


Design and circulate business MIS and reports to various stakeholder as required
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








Communication skills








Creative thinking skills








Supervising/Leadership skills








Teamwork Skills








Influencing skills





Relationship Building skills








Decision making skills








Language Skills


English, Local language

F Incumbent Characteristics




Essential

Desired



Qualification

Graduate

PG / MBA



Experience

6 \xe2\x80\x93 8 years Sales Experience (Insurance / Financial Service Background)