Area Sales Head

Job Description

Role description

A Position Overview

Position Title

Area Sales Manager - TES

Department

Tata Eco System

Level/ Band

401/ Manager

Role Summary: Drives sales in the mapped geography through liaison with Tata Group Companies, TAIA HO, Interacts with stakeholders to motivate them to sell company products, Manages customer queries & complaints & ensures they are resolved.

B Organizational Relationships

Reports To

Zonal Head - TES

Supervises

Relationship Managers

C Job Dimensions

Geographic Area Covered

As per given geography

Stakeholders Internal

Distribution Operations, Operations, Marketing, HR, TES Relationship Team

External

Tata Group Companies

D Key Result Areas

Drive sales in the region through liaison with TES Relationship Team

. Top line and bottom line responsibility for sales targets (Team + Direct)

. Coordinate with the senior management of TES to set targets & review mutual expectations

. Coordinate with TES HO Team to decide contests for their sales teams

. Arrange for marketing materials

. Interact regularly with stakeholders to provide them with sales status , product updates, business required etc

Interact with sales staff of to motivate them to sell company products

. Visit the branches of stakeholders on a regular basis to observe the sales process & resolve any escalated queries

. Inform the sales staff at the branches about the various contests being held & motivate them to perform better

. Track business on a daily basis & give feedback to sales team as well as senior management

. Facilitate delivery of marketing material to outstation locations

Manage customer queries & complaints & ensure they are resolved

. Handle customer queries & complaints received through stakeholders

. Facilitate case submission & issuance for the sales teams

. Coordinate between Sales stakeholders & HO teams to ensure all pendencies are resolved

. Facilitate claims resolution & give update on the same to sales stakeholders

Manage & develop a team of reportees

. Set targets for the reportees & review their performance on regular basis

. Set sales strategies for the team and follow up with the team to ensure that they are achieving their targets & provide them with regular feedback

. Provide support to team members in every possible way for them to achieve their targets

Drive adherence to SOP's & ensure compliance

. Ensure compliance in business

. Ensure that the form is being filled correctly to avoid any fraud or misrepresentation

. Educate the sales teams on the importance of compliance

. Ensure that no misselling happens at the sales offices & that no wrong information is being given out

E Competency

Competency For
Area Sales Manager

Proficiency Scale

Proficiency Scale Description

Consumer Focus

Understands the consumer life cycle, makes him/her feel valued and provides a value proposition suitable to the customer and make him/ her a brand ambassador by making use of functional knowledge and expertise

4

Is aware of the all latest offerings available in the market place and uses that information to create an environment where team/s are empowered to put consumers first. Organizes processes around consumer needs by taking into account the complex and sensitive information to meet their long term needs.

Implements feedback system to improve consumer experiences at each touch point. Acts as a catalyst to backend support, service team and product teams to create more consumer focused product / services

Building and

Managing Relationships

Collaborating with key stakeholders and team members to build positive working relationships based on confidence, trust and sensitivity to facilitate the accomplishment of common work/ business goals.

4

Proactively seeks out to identify and establish relationships which might be crucial for achieving long term success. Builds strong alliances with intra department colleagues / stakeholders that would support his/her team achieve business results. Takes efforts to ensure that key contacts and networks also find it beneficial to maintain relationships. Encourages own team members to build nurturing relationships

Effective Communication

Able to communicate accurately and concisely with various stakeholders by adapting communication methods based on situation and well reasoned arguments to convince and persuade stakeholder to achieve win-win situations

4

Creates an environment where team/s are encouraged and developed to enable them to communicate effectively with consumers and stake holders. Facilitates the understanding of complex messages to teams and stake holders by using appropriate communication techniques and ensures that the team is well versed with the skills and tools required to effectively communicate to various stake holders. Encourages the team to follow best sales communication practices adapted from similar line of business and sets them up for success.

Taking Ownership

Achieves results by taking responsibility proactively and by making timely decisions with

speed & urgency

4

Proactively sets stretched targets for team and empower/motivate them to achieve the same. Takes responsibility for self and team's productivity even under testing situations. Recognizes ways of improving team productivity and customer service standards and makes critical decisions which has an impact on improving them. Understands how to divert teams effort in achieving broad business objectives/targets and consistently drives them for results.

People Management

Develop and manages individuals and team performances through constructive feedback, coaching and mentoring.

4

Creates a collaborative environment and continuously motivates The team to work together. Empathizes and maintains an on-going two way communication

With team members. Makes team members understand criticality of their contribution to the team's success and facilitates understanding of

Interdependencies among roles. Advices and coaches others by sharing experiences and Discussing how to handle current or anticipated concerns.

F Skills Required

Technical

Behavioral

Essential

Desired

Interpersonal skills

.

Communication skills

.

Creative thinking skills

.

Supervising/Leadership skills

.

Teamwork Skills

.

Influencing skills

.

Relationship Building skills

.

Decision making skills

.

G Incumbent Characteristics

Essential

Desired

Qualification

Graduate

PG/MBA

Experience

6-8 years

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