Key Account Manager

3 weeks ago

bhubaneswar, India Tata AIA Life Insurance Full time

JOB DESCRIPTION

A Position Overview

Position Title

Sales Manager - NPS Non Sourcing

Department

Direct Distribution - NPS

Level/ Band

401

Role Summary:

B Organizational Relationships

Reports to

Area Sales Manager

Supervises

RM

C Job Dimensions

Geographic Area Covered

As per mapped branch & city

Stakeholders Internal

NPS Sales Force

External

Consumers

  D Key Result Areas

Distribution Deliverables

· Manage a team of 6 - 10 Relationship Managers under the NPS vertical.

· Ensure team is run in full strength and hire/replacement RMs as per budgeted strength communicated.

· Achieve sales targets on ANP as per budgets allocated

· Implement training road map and ensure all RMs are well trained as per needs and organizational objectives.

· Implement Needs based Selling and Activity Management processes among RMs.

· Ensure Goal sheets and performance review process is in place within timelines.

· Support the business planning and implementation process for the business with the Manager.

· Submission for required reports as per the time lines.

· Review with ASM as per agreed periodicity.

Business Results

· Monitor and evaluate achievement of targets against the following parameters:

ø ANP / WNBP

ø Productivity per RM

ø Case rate

ø Average Case Size

ø Activity Ratio

ø Attrition

· Monitor, control & evaluate the activity of the RM through Activity Management System and Lead Management System.

· Achieve the Team Cross Sell/ Up-Sell Targets from the orphan customer base allocated to the team.

· Meeting service related goals and achieve renewal, reinstatement and resulting Persistency objectives for the team of RMs.

People Development

· Enable superlative performance standards through alignment of the team with the organization’s objectives as communicated from time to time.

· Ensure clear communication of the overall strategies and drive ownership on goals and objectives.

· Develop the competencies of the RMs

· Observe & demonstrate skills & knowledge with the RMs

Customer Relationship Management

Engage regularly with the allocated lead /newly acquired customers to ensure higher retention, customer satisfaction and continued relationship. Ensure all customers are serviced to the standards set up.

Code of conduct and ensuring compliance of statutory norms

Adherence to the code of conduct by the entire FA team Conformation to all financial and administrative systems. Ensure compliance with TALIC norms for the Branch Compliance with all statutory and regulatory norms.

Risk

Participate in risk mitigation plans, contingency planning, business continuity programs by executing and reporting within defined timelines. Highlight and recommend process gaps, flaws and process changes

E Skills Required

Technical

§ Good Knowledge of MS Office

Behavioral

Essential

Desired

Interpersonal skills

·

Communication skills

·

Creative thinking skills

·

Supervising/Leadership skills

·

Teamwork Skills

·

Influencing skills

·

Relationship Building skills

·

Decision making skills

·

Expertise in the usage of MS Office High levels of flexibility, adaptability to manage long hours, working under strict timelines to reach deadlines

F Incumbent Characteristics

Essential

Desired

Qualification

Graduate

MBA

Experience

6 - 9 Yrs

3 -5 Yrs

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