Territory Manager - Yes Bank Branch Banking

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A.
Position Overview

Position Title

Territory Manager Yes Bank Branch Banking

Department

Partnership Distribution (YBL)

Level/ Band

Assistant Manager/306

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 performanceacross business.

B.
Organizational Relationships

Reports To

Zonal Sales Manager

Supervises

KAM/Sr KAM

Job Dimensions:

Geographic Area Covered

Branch/ Cluster

Stakeholders Internal

Training

Product Management

Marketing

Branch Operations

Distribution Operations

Stakeholders External

Channel Partner

C.
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 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

D.
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

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