Area Manager

Job Description

Role description

Job Description

A Position Overview

Position Title

Territory/Area Manager

Department

Partnership Distribution (IBL)

Level/ Band

Asst. Manager / Manager

Role Summary:

- To manage sales and business objective of the cluster, for designated channels/partners 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 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 work with the Regional Channel Head/s to design geography specific sales plan and initiatives that will ensure channel's target achievement

B Organizational Relationships

Reports To

Zonal Sales Head

Supervises

Relationship Managers

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, RM productivity, 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

E 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

.

Supervising/Leadership skills

.

Teamwork Skills

.

Influencing skills

Relationship Building skills

.

Decision making skills

.

Language Skills

English, Local language

F Incumbent Characteristics

Essential

Desired

Qualification

Graduate

PG / MBA

Experience

6 - 8 years Sales Experience (Insurance / Financial Service Background)

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