Area Manager

3 weeks ago

Agra, Uttar Pradesh, India Tata AIA Life Insurance Full time

Job Description

A challenging role for a results-driven professional to lead and manage sales teams, drive business growth, and achieve sales targets.

Key Responsibilities:

  • 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 teams by providing ongoing coaching and training.
  • To ensure that sales behavior, sales ethics, and sales practices of the sales team comply with company standards and regulations.
  • To work with the Regional Channel Head to design geography-specific sales plans and initiatives to ensure channel targets are achieved.

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:

  • To achieve pre-set business targets on ANP, case count, RM productivity, active branch, active sales staff, and various KPIs for designated branches/cluster.
  • To develop joint business and implementation plans with branch managers.
  • To interact regularly with sales/operations teams to set targets and achieve required sales.
  • To provide ongoing training to partner's staff, including products, sales technique, prospecting, objection handling, and sales operation and process.
  • To analyze the productivity of sales/operation teams to ensure they are delivering as per expectations.
  • To ensure that high performers are suitably rewarded and kept motivated.
  • To counsel low performers to assess the reasons for low productivity.
  • To accompany low performers on calls and give them special attention to motivate them.
  • To organize trainings for low performers to ensure they are conceptually strong.
  • To maintain and observe company's internal control and standards.
  • To implement and observe the company's compliance policy.
  • To act as an escalation point for issues pertaining to policy issuance.
  • To arrange various contests and events for the sales team as well as customers.
  • To execute templated events for channel partners.
  • To fulfill approval requirements.
  • To analyze customer response to events to judge the feasibility of the events in terms of leads generated vs. the money spent.
  • To design and circulate business MIS and reports to various stakeholders as required.
  • To 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:

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