Area Sales Manager

4 months ago

Ahmedabad, India Tata AIA Life Insurance Full time

JobDescription

A Position Overview

Position Title

Area Sales Manager

Department

Direct Sales Force ( Partnership Distribution)

Level/ Band

401/Manager

Role Summary: Drivessales in the zone through liaison with channel partners, Interacts with salesstaff of the channel partners to motivate them to sell company products,Manages customer queries & complaints & ensures they are resolved.

B Organizational Relationships

Reports To

Zone Head – Partnership Distribution

Supervises

Sales Managers and WPOs

C Job Dimensions

Geographic Area Covered

North Zone

Stakeholders Internal

Distribution Operations, Operations, Marketing, HR

External

D Key Result Areas

Drive sales in the zone through liaison with channel partners

·Top line and bottom line responsibility for sales through the respective channel partners

·Coordinate with the senior management of channel partners to set targets & review mutual expectations

·Coordinate with channel partners to decide contests for their sales teams

·Arrange for marketing material for the channel partners

·Develop contests for sales teams of channel partners

·Interact regularly with channel partners to provide them with sales status , product updates, business required etc

Interact with sales staff of the channel partners to motivate them to sell company products

·Visit the branches of channel partners on a regular basis to observe the sales process & resolve any escalated queries

·Inform the sales staff at the branches about the various contests being held & motivate them to perform better

·Track business on a daily basis & give feedback to sales team as well as senior management

·Facilitate delivery of marketing material to outstation locations

Manage customer queries & complaints & ensure they are resolved

·Handle customer queries & complaints received through channel partners

·Facilitate case submission & issuance for the channel partners’ sales teams

·Coordinate between channel partners & operations team to ensure all pendings are resolved

·Facilitate claims resolution & give update on the same to channel partners

Manage & develop a team of reportees

·Set targets for the reportees & review their performance on regular basis

·Look after manpower requirements at clients’ end as well as for the team

·Set sales strategies for the team and follow up with the team to ensure that they are achieving their targets & provide them with regular feedback

·Provide support to team members in every possible way for them to achieve their targets

Drive adherence to SOP’s & ensure compliance

·Ensure compliance in business through mock calls at the channel partners’ offices

·Ensure that the form is being filled correctly to avoid any fraud or misrepresentation

·Educate the sales teams of channel partners on the importance of compliance

·Ensure that no misselling happens at the sales offices & that no wrong information is being given out by the CA/BR team

Prospect new channel partners

·Look out for prospective channel partners & analyze the feasibility of collaborating with them

·Approach them with a business plan & start negotiations

·Create a business plan to get approval from Zone Head Alt Channels & Head, CA/BR

·Analyze competition & device sales strategies accordingly

Risk

·Participate in risk mitigation plans, contingency planning, business continuity programs by executing and reporting within defined timelines. Highlight and recommend process gaps, flaws and process changes.

E Skills Required

Technical

Behavioral

Essential

Desired

Interpersonal skills

·

Communication skills

·

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