29 Oct
TATA AIA LIFE INSURANCE
Chandigarh
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> JobDescription
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> A Position Overview
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> Position Title
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> Territory/Area Manager
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> Department
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> Partnership Distribution (IBL)
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> Level/ Band
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> Asst. Manager / Manager
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> Role Summary:
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> - 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
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> ·Towork with the Regional Channel Head/s to design geography specific sales planand initiatives that will ensure channel’s target achievement
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> B OrganizationalRelationships
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> Reports To
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> Zonal Sales Head
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> Supervises
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> Relationship Managers
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> C Job Dimensions
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> Geographic Area Covered
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> Branch/ Cluster
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> Internal Stakeholders
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> Training
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> Product Management
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> Marketing
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> Branch Operations
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> Distribution Operations
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> External
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> Channel Partner
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> D Key Result Areas
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> Achieve ANP targets through assigned branches
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> ·Achieve pre-set business targets on ANP, case count, RM productivity, active branch, active sales staff and various KPIs for designated branches/cluster
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> ·Develop joint business and implementation plans with branch manager
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> ·Interact regularly with Sales/ operations team to set targets & achieve required sales
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> ·Initial grooming of the Relationship Managers in presentation & selling skills
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> ·Make joint calls with sales team, if required during the initial months
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> ·Accompany the sales team on calls with high-ticket clients
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> ·Build up and maintain solid relationship and rapport with partner’s district managers, branch managers and all frontline sales
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> Training of the sales team
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> ·Provide on-going training to partner’s staff, including products, sales technique, prospecting, objection handling and sales operation and process etc.
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> ·To train the Relationship Managers on Presentation and Selling Skills
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> Monitor sales & provide support
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> ·Analyze the productivity of Sales / operation team to ensure they are delivering as per expectations
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> ·Ensure that the high performers are suitably rewarded & kept motivated
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> ·Counsel the low performers to assess the reasons for low productivity
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> ·Accompany the low performers on calls & give them special attention to motivate them
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> ·Organize trainings for low performers to ensure they are conceptually strong
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> ·Maintain and observe Company’s internal control and standards
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> ·Implement and observe the Company’s Compliance Policy
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> ·Act as an escalation point for issues pertaining to policy issuance
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> Arrange various contests & events for the sales team as well as the customers
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> ·Execute templated events for channel partner
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> ·Fulfill the approval requirements
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> ·Analyze the customer response to events to judge the feasibility of the events in terms of leads generated vs. the money spent
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> MIS & Reporting
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> ·Design and circulate business MIS and reports to various stakeholder as required
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> ·Analyze data cuts on Business Performance and share the findings with the supervisors
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> E SkillsRequired
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> Technical
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> - 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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> Behavioral
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> Essential
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> Desired
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> Interpersonal skills
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> ·
▶️ Area Manager - Bancassurance IBL
🖊️ TATA AIA LIFE INSURANCE
📍 Chandigarh