Business Development Manager

4 weeks ago

Delhi, Delhi, India Tata AIA Life Insurance Full time

Job Description

A Position Overview

Territory/Area Manager

Department

Partnership Distribution (IBL)

Level/Band

Asst. Manager / Manager

Role Summary:

  1. To manage sales and business objectives of the cluster, for designated channels/partners; meeting or exceeding key targets
  2. To ensure achievement of sales targets with optimal market coverage
  3. To plan resource allocation and be responsible for financial viability of the cluster.
  4. To effectively lead and manage sales team by providing them with ongoing coaching
  5. To ensure that the sales behavior, sales ethics, and sales practices of the sales team comply with company standards and regulations
  6. To work with the Regional Channel Head/s to design geography-specific sales plans 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

  1. Achieve pre-set business targets on ANP, case count, RM productivity, active branch, active sales staff, and various KPIs for designated branches/cluster
  2. Develop joint business and implementation plans with branch manager
  3. Interact regularly with Sales/operations team to set targets & achieve required sales
  4. Initial grooming of the Relationship Managers in presentation & selling skills
  5. Make joint calls with sales team, if required during the initial months
  6. Accompany the sales team on calls with high-ticket clients
  7. Build up and maintain solid relationship and rapport with partner's district managers, branch managers, and all frontline sales
  8. Provide on-going training to partner's staff, including products, sales technique, prospecting, objection handling, and sales operation and process, etc.
  9. Train the Relationship Managers on Presentation and Selling Skills
  10. Analyze the productivity of Sales/operation team to ensure they are delivering as per expectations
  11. Ensure that the high performers are suitably rewarded & kept motivated
  12. Counsel the low performers to assess the reasons for low productivity
  13. Accompany the low performers on calls & give them special attention to motivate them
  14. Organize trainings for low performers to ensure they are conceptually strong
  15. Maintain and observe Company's internal control and standards
  16. Implement and observe the Company's Compliance Policy
  17. Act as an escalation point for issues pertaining to policy issuance
  18. Arrange various contests & events for the sales team as well as the customers
  19. Execute templated events for channel partner
  20. Fulfill the approval requirements
  21. Analyze the customer response to events to judge the feasibility of the events in terms of leads generated vs. the money spent
  22. Design and circulate business MIS and reports to various stakeholders as required
  23. Analyze data cuts on Business Performance and share the findings with the supervisors

E Skills Required

Technical

  1. Product/Subject matter expertise
  2. Team Management skills
  3. Mentoring skills
  4. Business perspective & planning
  5. Performance Management skills
  6. Finance/Insurance industry awareness
  7. Interviewing skills
  8. Self-management
  9. Problem-solving skills
  10. Peer-level coordination and influencing skills

Behavioral

Essential

Desired

Interpersonal skills

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