Area Manager

1 month ago

Mumbai, Maharashtra, India Tata AIA Life Insurance Full time

Job Title: Area Manager

Job Summary:

We are seeking a highly motivated and experienced Area Manager to join our team at Tata AIA Life Insurance. As an Area Manager, you will be responsible for managing sales and business objectives of the cluster, meeting or exceeding key targets.

Key Responsibilities:

  • Manage sales and business objectives of the cluster, meeting or exceeding key targets
  • 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 sales behavior, sales ethics, and sales practices of the sales team comply with company standards and regulations
  • 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

Organizational Relationships:

Reports To: Regional Manager/Zonal Head

Supervises: RM

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 & 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.
  • 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

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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