Area Manager
1 week ago
Job description
Job Description
APosition Overview
Position Title
Territory/Area Manager
Department
Partnership Distribution
Level/ Band
Asst. Manager / Manager
Role Summary:
To manage sales and business objective of thecluster, 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 zoneBOrganizational Relationships
Reports To
Regional Manager/ Zonal Head
Supervises
RM
CJob Dimensions
Geographic Area Covered
Branch/ Cluster
Internal Stakeholders
Training
Product Management
Marketing
Branch Operations
Distribution Operations
External
Channel Partner
DKey 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 eventsto 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
ESkills 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 skillsBehavioral
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
FIncumbent Characteristics
Essential
Desired
Qualification
Graduate
PG / MBA
Experience
4 – 6 years Sales Experience(Insurance / Financial Service Background)
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