Territory Sales Manager

Level/ Band KAM as per PD sankalp

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. B Organizational Relationships Reports To Circle Manager Supervises RMs C Job Dimensions Geographic Area Covered Zone/s Stakeholders Supervisors, RMs, Ops, Underwriting Internal

External Bank - Channel Partner D Key Result Areas Interact with Bank branch Provide guidance &support to Bank s employee, TATA AIA RMs and employee, Bank s Cluster all stakeholders in terms of submissions, issuance , pending resolve etc Head to help them achieve Maintain good relationship with Bank s Cluster Head - interact with

him regularly to assess business status. Take help from them to push &

sales targets & , while motivate them to maintain productivity ensuring that the Maintain persistency by monitoring case size & healthy product mix persistency & productivity Ensure that they are meeting their team targets as well as is maintained individual sales targets

Managing the relationship between internal team and channel partner so

as to foster sales for the company and mmaintain utmost levels of responsiveness to requirements from the Channel Partner Ensure Recruitment is as Regularly interact with HR to ensure that recruitment is as per plan per plans Monitor the performance Ensure that R M s meet their respective targets which will promote them of RMs to promote them to to the next level the next level Job Description Maintain & drive Ensure adherence to SOPs & sales processes & instigate disciplinary compliance at the zone action against those fond breaching them

Top Line Growth/Business Achievement of NB Premium target, RM Activation and Product mix

Enablement 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. E 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

F Incumbent Characteristics

Essential Desired Qualification Graduation Management background preferred Experience Should have at least 6 years 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. <

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