Key Account Manager

Position Overview

Position Title

Cluster Sales Manager

Department

AXIS Bank –Branch Banking

Level/ Band

Assistant Manager / 306 

Role Summary : Dual responsibility of direct sourcing as well as team management.

Interact with Bank’s cluster head & bank employees and manage them on daily basis Branches directly mapped to him/her. Manage RMs mapped to him to help them achieve sales targets Ensuring that the persistency & productivity is maintained, Ensures quality of recruits hired in the team, maintains & drives compliance at the zone. Organizational Relationships

Reports To

Circle Head 

Supervises

KAMs

Job Dimensions

Geographic Area Covered

Zone/s

Stakeholders  Internal

Supervisors, RMs, Ops, Underwriting

External

Bank – Channel Partner

Key Result Areas

Interact with Bank branch employee, Bank’s Cluster Head to help them achieve sales targets & , while ensuring that the persistency & productivity is maintained

Provide guidance &support to Bank’s employee, TATA AIA KAMs and all stakeholders in terms of submissions, issuance , pending resolve etc Maintain good relationship with Bank’s Cluster Head - interact with him regularly to assess business status. Take help from them to push & motivate them to maintain productivity Maintain persistency by monitoring case size & healthy product mix Ensure that they are meeting their team targets as well as individual sales targets Managing the relationship between internal team and channel partner so as to foster sales for the company and maintain utmost levels of responsiveness to requirements from the Channel Partner

Ensure Recruitment is as per plans

Regularly interact with HR to ensure that recruitment is as per plan

Monitor the performance of RMs to promote them to the next level

Ensure that KAMs meet their respective targets which will promote them to the next level

Maintain & drive compliance at the zone

Ensure adherence to SOPs & sales processes & instigate disciplinary action against those fond breaching them

Top Line Growth/Business Enablement

Achievement of NB Premium target, KAM Activation and Product mix

Business Enablers

Sales activity management, renewal collection, and high level relationship

mapping with bank staff (very important)

Risk

‘Own-up’ the risk of the function by developing a risk aware culture through participation in measurement, analysis and mitigation of risks associated with the respective function. This includes development of risk response processes, participation in contingency and business continuity programs and reporting of emerging risks with potential impacts. Also respond to risks highlighted by employees through formal / informal mechanisms and advice on various risk management issues within the organization and provide feedback. Participate in implementing risk mitigation plan through optimum resource allocation, monitoring and reporting on status.

Skills Required

Technical

Good Knowledge of MS Office

Behavioral

Essential

Desired

Interpersonal skills

·

Communication skills

·

Creative thinking skills

·

Supervising/Leadership skills

·

Teamwork Skills

·

Influencing skills

·

Relationship Building skills

·

Decision making skills

·

Incumbent Characteristics

Essential

Desired

Qualification

Graduation

Management background preferred

Experience

Should have at least 6years’ experience of banca sales with at least 2 years’ experience in leading teams.

. The incumbent also preferably needs to have knowledge of retail sales in the insurance parlance.

---