Zonal Head

A PositionOverview

Position Title

Zonal Sales Manager – State Head

Department

HDFC Bank –Branch Banking

Level/ Band

AVP

Role Summary:

To manage sales and business objective of the zone/ cluster, meeting or exceeding key targets To ensure achievement of sales targets, optimal market coverage, realize any market segment objectives and ensure optimal market penetration in any specified segments. To plan resource allocation and be responsible for financial viability of the zone. To effectively lead and manage his sales team by providing them with ongoing coaching To ensure that the sale behavior, sales ethics and sales practices of the sales team comply with company standards and regulations To closely work with the channel head to design sales strategies and initiatives that will cause improvement of sales performance across business.

B OrganizationalRelationships

Reports To

Zonal Business Head

Supervises

Area Managers / Cluster Area Manager

C JobDimensions

Geographic Area Covered

Zone/ Cluster

Internal Stakeholders

Training

Product Management

Branch Operations

Legal & Compliance

Distribution Operations

External

Channel Partner

D Key ResultAreas

Therole is to deliver sales growth in the banc-assurance space involving in keymarkets managed by the job holder .

-Involves,managing all aspects of Sales & Distribution; delivering on sales numbersas agreed

-Exceedcustomer expectations (both for the distributor & end customer) and servicestandards

-Implementbusiness strategies to maximize profitability of Choice and provide guidance tothe channel to build sustainable insurance sales models in the regions

-Needsto drive the company's sales strategy through State Managers/ Cluster AreaManagers across designated region under purview, by translating the strategicplan into specific actionable

-Ensureall business expenses and employee costs are within budgets as approved by theBoard and in line with the desired Cost Income ratios for the region

-Needsto constantly source, develop and grow distributor relationships in a highlycompetitive market. These Markets & Distributors are under different stagesof development with different customer expectations and hence, it is criticalto develop & implement creative and innovative local/regional levelbusiness development initiatives to support sales growth.

Organization Process

Key Contributions

Strategic Business Development

·The role holder will lead the Zone sales growth in HDFC bank relationship and shall be assigned the Zone Targets for the bank. He shall have the overall responsibility for planning and establishing the Zonal sales team to support the partnerships distribution strategy and for leading the zone sales planning and implementation of that strategy.

·It involves, managing all aspects of Sales & Distribution; delivering on sales numbers as per rolled out plan; exceed customer expectations (both for the partner & end customer) and service standards; implement business strategies to maximize profitability and provide guidance to the channel to build sustainable insurance sales models in the Zone.

·The job holder needs to drive the company's sales strategy through State Managers/Cluster Area Managers by translating the strategic plan into specific actionable in alignment with channel head’s direction.

·Ensure all business expenses and employee costs are within budgets as approved by the Board and in line with the desired Cost Income ratios for the region.

·The job holder needs to constantly source, develop and grow channels relationships in a highly competitive market.

Business Development

·Achieve pre-set business targets on ANP, case count, active branch, active sales staff and various KPIs for the Zone for Branch Banking

·To achieve branch & SP/RM Activation Targets

·Ability to set high standards for self. Continuously improve own performance and meet or exceed objectives

·Provide support to State Managers/ Cluster Area Managers

·To establish and build up solid healthy relationship and rapport with the senior management of the allocated Bank Branches to generate sales and achieve targets

·To Plan sales structures, recruitment and training requirements

·To establish appropriate systems and processes at the Zonal level

·To develop, agree and implement short term and long term plans to achieve sales volumes and desired product mix as set out in the business plans and financial models of the Bank partner

Team Management

·Monitor the sales momentum on sales staff and branch level. Provide targeted coaching to uplift sales productivity.

·Conduct regular reviews of the Sales Teams and design their Development Plans accordingly

·Lead by example in all spheres and direction setting

·Review and track the growth of managers to ensure that they achieve their individual budget

·Maintain utmost levels of responsiveness to requirements from Channel Partner and National Branch Banking Head

·To develop and operate cost effective yet motivating reward and remuneration structures for sales personnel

·To ensure high levels of retention, productivity and persistency

·Develops networks and builds alliances with wide range of stakeholders to facilitate “win-win” situations

· Leveraging existing relationships well and is mature in creating strong personal rapport and build long lasting relationship

Ensure Compliance

·Ensure compliance to internal sales process & other compliance standards

·Should be process & product champion who can share best practices & knowledge within the team

·Ensures adherence to policies and procedures to cultivate a compliance culture in the team

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