Area Manager

☞ Tata AIA Life

View: 106

Update day: 01-06-2024

Location: Jalandhar Punjab

Category: Insurance

Industry:

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Job content

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

· To work with the Regional Channel Head/s to design geography specific sales plan and initiatives that will ensure channel’s target achievement

BOrganizational Relationships

Reports To

Zonal Sales Head


Supervises

Relationship Managers


CJob Dimensions

Geographic Area Covered

Branch/ Cluster


Internal Stakeholders

Training


Product Management


Marketing


Branch Operations


Distribution Operations


External

Channel Partner


DKey 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

ESkills 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 co-ordination and influencing skills

Behavioral

Essential

Desired


Interpersonal skills
·

Communication skills
·

Creative thinking skills
·

Supervising/Leadership skills
·

Teamwork Skills
·

Influencing skills

Relationship Building skills
·

Decision making skills
·

Language Skills
English, Local language

FIncumbent Characteristics

Essential

Desired


Qualification

Graduate

PG / MBA


Experience

6 – 8 years Sales Experience (Insurance / Financial Service Background)

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Deadline: 16-07-2024

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