Territory Manager - Bancassurance IBL

• 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.

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 tr aining 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 the y are conceptually strong
• Maintain and observe Company s internal control and standards
• I mplement 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