Territory Manager - DBS Treasures

Position Title

Territory Manager - DBS Treasures

Department

Partnership Distribution - DBS Treasures

Level/ Band

Assistant Manager / 301

Reports To

Zone Sales Manager

Supervises

Relationship Managers

Geographic Area Covered

Zone / Cluster

Stakeholders Internal

Training, Product Management, Branch Operations, Legal & Compliance, Distribution Operations

Stakeholders External

Channel Partner - DBS Treasures

Organization Process

Key Contributions

Strategic Business Development

.The role holder will have the overall responsibility for planning and establishinga the Regional Sales team to support the partners distribution strategy for all Verticals and for leading the Regional sales planning and implementation of that strategy

Business Development

.Assist bank in acquiring banking customers through insurance product sale

.To establish sales process flow and expand operations within Assurbanking vertical

.Achieve pre-set business targets on ANP, case count, active branch, active sales staff and various KPIs for the region as per rolled out channel's plan

.To establish and expand operations within the assigned Region

.Develop joint business and implementation plans with Branch Manager

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

.Provide support to Relationship Managers and Area/Territory Managers at a ground level. Make joint field calls and motivate them to achieve targets

.To Plan sales structures, recruitment and training requirements

.To establish appropriate systems and processes at the Regionallevel

.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

.Build up and maintain solid relationship and rapport with bank managers and all frontline staffs

Team Management

.Provide on-going training to bank's frontline staff, including products, sales techniques, prospecting, objection handling and sales operations and process etc.

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

.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 theZone Sales Managers / National 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

Ensure Compliance

.Ensure compliance to internal sales process & other compliance standards

.Should be process & product champion who can share best practices & knowledge withinthe team

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

.Maintain and observe Company's internal control standards, implement and observe the Company's Compliance Policy, including the timely implementation of recommendations made by internal/external auditors and external regulators. Foster a compliance culture and implement the Compliance Policy by managing compliance risk and optimizing relations with regulators

MIS & Reporting

.Maintain required trackers & reports to be submitted to various stakeholders

.Conduct Business Analytics and take corrective measures

Technical

• Direct sales experience in Banking environment
• 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

Behavioral

Essential

Desired

Interpersonal skills

.

Communication skills

.

Creative thinking skills

.

Supervising/Leadership skills

.

Teamwork Skills

.

Influencing skills

.

Relationship Building skills

.

Decision making skills

.

Essential

Desired

Qualification

PG / MBA

-

Experience

4-6 years (Sales experience with Insurance / Bancassurance exposure)

Insurance Background - Banca Vertical with Direct Sales experience