24 Oct
TATA AIA LIFE INSURANCE
Chandigarh
A Position Overview
Position Title
Area Manager DBS Treasures
Department
Partnership Distribution
Level / Band
Manager (401)
Role Summary :
- To manage sales and business objective of the region, meeting or exceeding key targets
- To ensure achievement of sales targets, optimal market coverage, realize any market segment objectives and ensure optimal market penetration in any specified segments.
- To plan resource allocation and be responsible for financial viability of the region.
- 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 closely work with the channel head to design sales strategies and initiatives that will cause improvement of sales performance across business.
B OrganizationalRelationships
Reports To
Zone Sales Manager
Supervises
Area Managers / Territory Managers / Relationship Managers
C Job Dimensions
Geographic Area Covered
Zone / Cluster
Internal Stakeholders
Training
Product Management
Branch Operations
Legal & Compliance
Distribution Operations
External
Channel Partner
D Key Result Areas
Organization Process
Key Contributions
Strategic Business Development
The role holder will have the overall responsibility for planning and establishing a the Regional Sales team to support the partners distribution strategy for all Verticals and for leading the Regional sales planning and implementation of that strategy
Business Development
- Assist bank in acquiring banking customers through insurance product sale
- To establish sales process flow and expand operations within Assurbanking vertical
- Achieve pre-set business targets on ANP, case count, active branch, active sales staff and various KPIs for the region as per rolled out channel’s plan
- To establish and expand operations within the assigned Region
- Develop joint business and implementation plans with Branch Manager
- Ability to set high standards for self. Continuously improve own performance and meet or exceed objectives
- Provide support to Relationship Managers and Area / Territory Managers at a ground level. Make joint field calls and motivate them to achieve targets
- To Plan sales structures, recruitment and training requirements
- To establish appropriate systems and processes at the Regional level
- To develop,
agree and implement short term and long term plans to achieve sales volumes and desired product mix as set out in the business plans and financial models of the Bank partner
- Build up and maintain solid relationship and rapport with bank managers and all frontline staffs
Team Management
- Provide on-going training to bank’s frontline staff, including products, sales techniques, prospecting, objection handling and sales operations and process etc.
- Monitor the sales momentum on sales staff and branch level. Provide targeted coaching to uplift sales productivity.
- Lead by example in all spheres and direction setting
- Review and track the growth of managers to ensure that they achieve their individual budget
- Maintain utmost levels of responsiveness to requirements from the Zone Sales Managers / National Head
- To develop and operate cost effective yet motivating reward and remuneration structures for sales personnel
- To ensure high levels of retention, productivity and persistency
- develops networks and builds alliances with wide range of stakeholders to facilitate win-win situations
Ensure Compliance
- Ensure compliance to internal sales process & other compliance standards
- Should be process & product champion who can share best practices & knowledge within the team
- Ensures adherence to policies and procedures to cultivate a compliance culture in the team
- Maintain and observe Company’s internal control standards, implement and observe the Company’s Compliance Policy,
including the timely implementation of recommendations made by internal / external auditors and external regulators.
Foster a compliance culture and implement the Compliance Policy by managing compliance risk and optimizing relations with regulators
MIS & Reporting
- Maintain required trackers & reports to be submitted to various stakeholders
- Conduct Business Analytics and take corrective measures
E SkillsRequired
Technical
- Direct sales experience in Banking environment
- 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
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