Area Manager

2 weeks ago

Chandigarh, India Tata AIA Life Insurance Full time
JobDescription
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.
Manage relationship with Channel RSM/ZSM
Engage with TPP RH and TPP RPM
Drive SP certification for channel manpower
Drive sales through mapped channels in the zone
B OrganizationalRelationships
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 SkillsRequired
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

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