Area Manager - DBS Treasures

A Position Overview

Position Title

Area Manager - DBS Treasures

Department

Partnership Distribution

Level/ Band

Manager (401)

Role Summary:

• To manage sales and business objective of the region, meeting or exceeding key targets
• To ensure achievement of sales targets, optimal market coverage, realize any market segment objectives and ensure optimal market penetration in any specified segments.
• To plan resource allocation and be responsible for financial viability of the region.
• To effectively lead and manage 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 channel head to design sales strategies and initiatives that will cause improvement of sales performance across business.

B Organizational Relationships

Reports To

Zone Sales Manager

Supervises

Area Managers/ Territory Managers / Relationship Managers

C Job Dimensions

Geographic Area Covered

Zone/ Cluster

Internal Stakeholders

Training

Product Management

Branch Operations

Legal Compliance

Distribution Operations

External

Channel Partner

D Key Result Areas

Organization Process

Key Contributions

Strategic Business Development

The role holder will have the overall responsibility for planning and establishing a the Regional Sales team to support the partners distribution strategy for all Verticals and for leading the Regional sales planning and implementation of that strategy

Business Development

Assist bank in acquiring banking customers through insurance product sale

To establish sales process flow and expand operations within Assurbanking vertical

Achieve pre-set business targets on ANP, case count, active branch, active sales staff and various KPIs for the region as per rolled out channel s plan

To establish and expand operations within the assigned Region

Develop joint business and implementation plans with Branch Manager

Ability to set high standards for self. Continuously improve own performance and meet or exceed objectives

Provide support to Relationship Managers and Area/Territory Managers at a ground level. Make joint field calls and motivate them to achieve targets

To Plan sales structures, recruitment and training requirements

To establish appropriate systems and processes at the Regional level

To develop, agree and implement short term and long term plans to achieve sales volumes and desired product mix as set out in the business plans and financial models of the Bank partner

Build up and maintain solid relationship and rapport with bank managers and all frontline staffs

Team Management

Provide on-going training to bank s frontline staff, including products, sales techniques, prospecting, objection handling and sales operations and process etc.

Monitor the sales momentum on sales staff and branch level. Provide targeted coaching to uplift sales productivity.

Lead by example in all spheres and direction setting

Review and track the growth of managers to ensure that they achieve their individual budget

Maintain utmost levels of responsiveness to requirements from the Zone Sales Managers / National Head

To develop and operate cost effective yet motivating reward and remuneration structures for sales personnel

To ensure high levels of retention, productivity and persistency

develops networks and builds alliances with wide range of stakeholders to facilitate win-win situations

Ensure Compliance

Ensure compliance to internal sales process other compliance standards

Should be process product champion who can share best practices knowledge within the team

Ensures adherence to policies and procedures to cultivate a compliance culture in the team

Maintain and observe Company s internal control standards, implement and observe the Company s Compliance Policy, including the timely implementation of recommendations made by internal/external auditors and external regulators. Foster a compliance culture and implement the Compliance Policy by managing compliance risk and optimizing relations with regulators

MIS Reporting

Maintain required trackers reports to be submitted to various stakeholders

Conduct Business Analytics and take corrective measures

E Skills Required

Technical

• Direct sales experience in Banking environment
• 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