A Position Overview Position Title Territory/Area Manager Department Partnership Distribution Level/ Band Asst. Manager / Manager Role Summary: • To manage sales and business objective of the cluster, 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 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 branch / channel head to design sales strategies and initiatives that will cause improvement of sales performance across business. B Organizational Relationships Reports To Regional Manager/ Zonal Head Supervises RM 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, 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 RMs 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 RMs 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 Skills 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 F Incumbent Characteristics Essential Desired Qualification Graduate PG / MBA Experience 4 – 6 years Sales Experience (Insurance / Financial Service Background)