Zonal Sales Manager

4 weeks ago

Delhi, Delhi, India Tata AIA Life Insurance Full time

Job Title: Zonal Sales Manager - Territory Lead

Job Summary:

We are seeking a highly skilled Zonal Sales Manager - Territory Lead to join our team at Tata AIA Life Insurance. As a key member of our sales team, you will be responsible for managing sales and business objectives for designated channels/partners, meeting or exceeding key targets.

Key Responsibilities:

  • Manage sales and business objectives for designated channels/partners
  • Ensure achievement of sales targets with optimal market coverage
  • Plan resource allocation and be responsible for financial viability of the cluster
  • Effectively lead and manage sales team by providing ongoing coaching
  • Ensure that the sale behavior, sales ethics and sales practices of the sales team comply with company standards and regulations
  • Work with the Regional Channel Head/s to design geography specific sales plan and initiatives that will ensure channel's target achievement

Organizational Relationships:

Reports to: Zonal Sales Head

Supervises: Relationship Managers

Job Dimensions:

Geographic Area Covered: Branch/Cluster

Internal Stakeholders: Training, Product Management, Marketing, Branch Operations, Distribution Operations

External: Channel Partner

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.

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

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

Incumbent Characteristics:

Essential:

Desired:

Qualification:

Graduate

PG / MBA

Experience:

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

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