Sales Manager - Direct Sales Force - Delhi

Tata AIA Life Insurance (Delhi, DL, India) 8 days ago

Position Overview

• Position Title : Sales Manager – Direct Sales Force

Organizational Relationships

• Reports To Regional Manager

Job Dimensions

• Geographic Area Covered : City / Area specific as advised

• Internal Stakeholders : DSF Sales Force

• External Stakeholders : NA

Key Result Areas

Distribution Deliverables

• Manage a team of 12 Financial Planning officers & Wealth Management Consultants under the Direct Sales Force vertical.

• Ensure team is run in full strength and hire/replacement FPOs as per budgeted strength communicated.

• Achieve sales targets on issued FYP as per budgets informed.

• Implement training road map and ensure all FPOs are well trained as per needs and organizational objectives.

• Implement Needs based Selling and Activity Management processes among FPOs.

• Ensure Goal sheets and performance review process is in place within timelines.

• Support the business planning and implementation process for the business with the Manager.

• Submission for required reports as per the time lines.

• Review with Regional Manager as per agreed periodicity

Business Results

• Monitor and evaluate achievement of targets against the following parameters:

• Issued FYP/

• Productivity per FPO

• Case rate

• Average Case Size

• Activity Ratio

• Attrition.

• Monitor, control & evaluate the activity of the FPO/ WMC through Activity Management System and Lead Management System.

• Achieve the Team Cross Sell/ Up-Sell Targets from the orphan customer base allocated to the team.

• Meeting service related goals and achieve renewal, reinstatement and resulting Persistency objectives for the team of FPOs.

People Development

• Enable superlative performance standards through alignment of the team with the organization’s objectives as communicated from time to time.

• Ensure clear communication of the overall strategies and drive ownership on goals and objectives.

• Develop the competencies of the FPOs/ WMC’s.

• Observe & demonstrate skills & knowledge with the FPOs/WMCs

Customer Relationship Management

• Engage regularly with the allocated orphan /newly acquired customers to ensure higher retention, customer satisfaction and continued relationship.

• Follow up on CMG offers made through DM /other media as advised.

• Ensure all customers are serviced to the standards set up.

Code of conduct and ensuring compliance of statutory norms

• Adherence to the code of conduct by the entire FA team

• Conformation to all financial and administrative systems.

• Ensure compliance with TALIC norms for the Branch

• Compliance with all statutory and regulatory norms.

Code of conduct and ensuring compliance of statutory norms

• 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

Incumbent Characteristics

• Essential Desired

• Qualification : Graduate / Post Graduate (MBA or relevant degrees)PG

• Experience : Minimum 4 – 7 years of Sales Management experience.

Sales Manager - Direct Sales Force - Delhi

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