Territory Manager

Job Description

Role description

Join Tata AIA Life Insurance, a leading and fastest-growing life insurance provider in India, established in 2001 as a joint venture between Tata Sons Pvt. Ltd. and AIA Group Ltd. Our company embodies a legacy of trust, integrity, and excellence, combining Tata's esteemed leadership with AIA's extensive pan-Asian expertise. At Tata AIA, our vision is to be the pre-eminent protection provider enabling dreams and inspiring healthier, happier lives.

We foster a culture of innovation, inclusivity, and continuous learning, offering dynamic career growth opportunities and a supportive work environment. Recognized as a Great Place to Work and recipient of the Kincentric Best Employer Award, we are committed to employee satisfaction and holistic well-being. Our core value, People - Our Core, emphasizes our dedication to inspiring our employees to be and deliver their very best. Our aim is to attract, hire and develop highly capable leaders who are just, fair, ethical, and accountable for their actions. We strive to provide our employees with the right training, technology, equipment, resources, and guidance to perform their job effectively. Our promise to you is to provide for a diverse, equitable, and inclusive work environment, where each employee is valued as an individual and treated with respect, care, and compassion.

Fuel your future with us, find your wings, and S.O.A.R. - Shape opportunities, Optimize your potential, Accomplish meaningful work, and Reap holistic growth.

A.Position Overview

Position Title

Territory Manager - Yes Bank Branch Banking

Department

Partnership Distribution (YBL)

Level/ Band

Assistant Manager/306

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.

B.Organizational Relationships

Reports To

Zonal Sales Manager

Supervises

KAM/Sr KAM

Job Dimensions:

Geographic Area Covered

Branch/ Cluster

Stakeholders Internal

Training

Product Management

Marketing

Branch Operations

Distribution Operations

Stakeholders External

Channel Partner

C.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 Relationship Managers 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 Relationship Managers 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

D.Skills 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 skills

Behavioral

Essential

Desired

Interpersonal skills

.

Communication skills

.

Creative thinking skills

.