Area Manager

4 weeks ago

Chandigarh, Chandigarh, India Tata AIA Life Insurance Full time

Job Description

A Position Overview

Position Title

Territory/Area Manager

Department

Partnership Distribution

Level/Band

Asst. Manager / Manager

Role Summary:

  • To manage sales and business objectives 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 sales team by providing them with ongoing coaching
  • To ensure that the sales 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 Organizational Relationships

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 stakeholders 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 coordination and influencing skills

Behavioral

Essential

Desired

Interpersonal skills

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