Territory Sales Manager
3 weeks ago
Job Description
APosition Overview
Position TitleTerritory Sales Manager
DepartmentHDFC Bank–Branch Banking
Level/ BandKAM as per PD sankalp
Role Summary:Dual responsibility of direct sourcing as well as team management.
-Interact withBank’s cluster head& bank employees and manage them on daily basis
-Branches directly mapped to him/her.
-Manage RMs mapped to him to help them achieve sales targets
-Ensuring that the persistency & productivity is maintained, Ensures quality of recruits hired in the team,
maintains & drives compliance at the zone.
B Organizational Relationships
Reports ToCircle Manager
SupervisesRMs
C Job Dimensions
Geographic Area CoveredZone/s
StakeholdersSupervisors, RMs, Ops, Underwriting
Internal
ExternalBank–Channel Partner
D Key Result Areas
Interact with Bank branch∙Provide guidance &support toBank’s employee, TATA AIA RMs and
employee,Bank’sClusterall stakeholders in terms of submissions, issuance , pending resolve etc
Head to help them achieve∙Maintain good relationship with Bank’s Cluster Head- interact with
him regularly to assess business status. Take help from them to push &
salestargets&,while
motivate them to maintain productivity
ensuringthatthe
∙Maintain persistency by monitoring case size & healthy product mix
persistency & productivity
∙Ensurethattheyaremeetingtheirteamtargetsaswellas
is maintainedindividual sales targets
∙Managing the relationship between internal team and channel partner so
as to foster sales for the company and mmaintain utmost levels of
responsiveness to requirements from the Channel Partner
EnsureRecruitmentisas∙Regularly interact with HR to ensure that recruitment is as per plan
per plans
Monitortheperformance∙Ensure that RM’smeet their respective targets which will promote them
of RMs to promote them toto the next level
the next level
Job Description
Maintain&drive∙Ensure adherence to SOPs & sales processes & instigate disciplinary
compliance at the zoneaction against those fond breaching them
Top Line Growth/BusinessAchievement of NB Premium target, RM Activation and Product mix
Enablement
Business EnablersSales activity management, renewal collection, and high level relationship
mapping with bank staff (very important)
Risk‘Own-up’ the risk of the function by developing a risk aware culture through
participation in measurement, analysis and mitigation of risks associated with the
respectivefunction.Thisincludesdevelopmentofriskresponseprocesses,
participation in contingency and business continuity programs and reporting of
emerging risks with potential impacts. Also respond to risks highlighted by
employees through formal / informal mechanisms and advice on various risk
management issues within the organization and provide feedback. Participate in
implementingriskmitigationplanthroughoptimumresourceallocation,
monitoring and reporting on status.
E Skills Required
TechnicalGood Knowledge of MS Office
Behavioral
EssentialDesired
Interpersonal skills∙
Communication skills∙
Creative thinking skills∙
Supervising/Leadership skills∙
Teamwork Skills∙
Influencing skills∙
Relationship Building skills∙
Decision making skills∙
F Incumbent Characteristics
EssentialDesired
QualificationGraduationManagement background preferred
ExperienceShouldhaveatleast6years’
experience of banca sales with at
least2years’experiencein
leading teams.
. The incumbent also preferably
needs to have knowledge of retail
sales in the insurance parlance.
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