Territory Manager

4 weeks ago

Pune, Maharashtra, India Tata AIA Life Insurance Full time
Job Title: Territory Manager

A challenging opportunity has arisen for a Territory Manager 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 in your assigned territory, meeting or exceeding key targets.

Key Responsibilities:
  • Manage sales and business objectives in your assigned territory
  • 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 your sales team by providing ongoing coaching
  • Ensure that the sales behavior, sales ethics, and sales practices of your sales team comply with company standards and regulations
  • Closely work with the branch/channel head to design sales strategies and initiatives that will improve sales performance across the business
Organizational Relationships:
  • Reports to: Regional Manager/Zonal 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, 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 and achieve required sales
  • Initial grooming of Relationship Managers in presentation and 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 relationships and rapport with partner's district managers, branch managers, and all frontline sales
  • Training of the sales team
  • Provide ongoing training to partner's staff, including products, sales technique, prospecting, objection handling, and sales operation and process, etc.
  • Train Relationship Managers on Presentation and Selling Skills
  • Monitor sales and provide support
  • Analyze the productivity of sales/operation team to ensure they are delivering as per expectations
  • Ensure that high performers are suitably rewarded and kept motivated
  • Counsel low performers to assess the reasons for low productivity
  • Accompany low performers on calls and 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 and 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 and Reporting
  • Design and circulate business MIS and reports to various stakeholders as required
  • Analyze data cuts on Business Performance and share the findings with supervisors
Skills Required:
  • Technical
  • Product/Subject matter expertise
  • Team Management skills
  • Mentoring skills
  • Business perspective and 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
  • 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 of Sales Experience (Insurance/Financial Service Background)

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