27 Oct
TATA AIA LIFE INSURANCE
Chandigarh
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.
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
· Achieve pre-set business targets on ANP, case count, 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 RMs 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’s district managers, branch managers and all frontline sales
Training of the sales team
· Provide on-going training to partner’s staff, including products, sales technique, prospecting, objection handling and sales operation and process etc.
· To train the RMs 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’s internal control and standards
· Implement and observe the Company’s 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
4 – 6 years Sales Experience (Insurance / Financial Service Background)
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 Tata’s pre-eminent leadership position in India and AIA’s 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.