Associate Territory Manager - Hdfc Bank Asset Channel

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leading and fastest-growing life insurance provider in India, established in2001 as a joint venture between Tata Sons Pvt. Ltd. and AIA Group Ltd. Ourcompany embodies a legacy of trust, integrity, and excellence, combining Tatasesteemed leadership with AIAs extensive pan-Asian expertise. At Tata AIA, our visionis to be the pre-eminent protection provider enabling dreams and inspiringhealthier, happier lives.

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A.
Position Overview

Position Title

Associate Territory Manager - HDFC Bank Asset Channel

Department

HDFC Asset Channel

Level/ Band

Assistant Manager/301

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

Regional Manager/ Zonal Head

Supervises

Relationship Managers

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 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 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