- 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.
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
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 we'll 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
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
Incumbent Characteristics
Essential
Desired
Qualification
Graduate PG / MBA
Experience
6 8 years Sales Experience (Insurance / Financial Service Background)
