- 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 solid
· 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)