Area Manager - Bancassurance IBL

JobDescription A Position Overview Position Title Territory/Area Manager Department Partnership Distribution (IBL) Level/ Band Asst. Manager / Manager Role Summary: To manage sales and business objective of the cluster, for designated channels/partners; 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 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 ·Towork with the Regional Channel Head/s to design geography specific sales planand initiatives that will ensure channel’s target achievement B OrganizationalRelationships Reports To Zonal Sales Head Supervises Relationship Managers C Job Dimensions Geographic Area Covered Branch/ Cluster Internal Stakeholders Training Product Management Marketing Branch Operations Distribution Operations External Channel Partner D Key Result Areas Achieve ANP targets through assigned branches ·Achieve pre-set business targets on ANP, case count, RM productivity, 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 Relationship Managers 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. ·To train the Relationship Managers 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 stakeholder as required ·Analyze data cuts on Business Performance and share the findings with the supervisors E SkillsRequired 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 co-ordination and influencing skills Behavioral Essential Desired Interpersonal skills ·