Cluster Manager - DBS LVB

Job Description

A Position Overview

Position Title

Area Sales Cluster Manager - DBS LVB

Department

Partnership Distribution

Level/ Band

Manager

Role Summary:

• To manage sales and business objective of the cluster/region and meeting or exceeding key targets
• To achieve sales targets with optimal market coverage
• To closely work with the branch manager/SP to design sales strategies and initiatives
• To meet with customer and solicit Life Insurance Business
• To plan resource allocation and be responsible for financial viability of the cluster.
• To effectively lead and manage team by providing them with ongoing coaching/mentoring
• To ensure that the sale behavior, sales ethics and sales practices of the team comply with company standards and regulations

B Organizational Relationships

Reports To

Regional Sales Manager

Supervises

Relationship Managers

C Job Dimensions

Geographic Area Covered

Partner defined region/ Clusters including 45-50 branches

Internal Stakeholders

Training

Product Management

Marketing

Branch Operations

Distribution Operations

External

Channel Partner

D Key Result Areas

Achieve ANP targets through assigned branches

Achieve pre-set business targets on ANP VoNB, case count, active branch, active sales staff and various KPIs for designated branches/cluster

Develop joint business and implementation plans with branch managers/ SPs

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 and help team with High ticket closures

Build up and maintain solid relationship and rapport with partner s 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

Risk

Participate in risk mitigation plans, contingency planning, business continuity programs by executing and reporting within defined timelines. Highlight and recommend process gaps, flaws and process changes.

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

Behavioral

Essential

Desired

Interpersonal skills

Communication skills

Creative thinking skills

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