Job Description

:A Position OverviewPosition TitleTerritory/Area ManagerDepartmentPartnership DistributionLevel/ BandAsst. Manager / ManagerRole 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 performance across business.
• Manage relationship with Channel RSM/ZSM
• Engage with TPP RH and TPP RPM
• Drive SP certification for channel manpower
• Drive sales through mapped channels in the zone

B Organizational RelationshipsReports ToRegional Manager/ Zonal HeadSupervisesRMC Job DimensionsGeographic Area CoveredBranch/ ClusterInternal StakeholdersTrainingProduct ManagementMarketingBranch OperationsDistribution OperationsExternalChannel PartnerD Key Result AreasAchieve ANP targets through assigned branchesxc2xb7 Achieve pre-set business targets on ANP, case count, active branch, active sales staff and various KPIs for designated branches/clusterxc2xb7 Develop joint business and implementation plans with branch managerxc2xb7 Interact regularly with Sales/ operations team to set targets & achieve required salesxc2xb7 Initial grooming of the RMs in presentation & selling skillsxc2xb7 Make joint calls with sales team , if required during the initial monthsxc2xb7 Accompany the sales team on calls with high-ticket clientsxc2xb7 Build up and maintain solid relationship and rapport with partners district managers, branch managers and all frontline salesTraining of the sales teamxc2xb7 Provide on-going training to partners staff, including products, sales technique, prospecting, objection handling and sales operation and process etc.xc2xb7 To train the RMs on Presentation and Selling SkillsMonitor sales & provide supportxc2xb7 Analyze the productivity of Sales / operation team to ensure they are delivering as per expectationsxc2xb7 Ensure that the high performers are suitably rewarded & kept motivatedxc2xb7 Counsel the low performers to assess the reasons for low productivityxc2xb7 Accompany the low performers on calls & give them special attention to motivate themxc2xb7 Organize trainings for low performers to ensure they are conceptually strongxc2xb7 Maintain and observe Companys internal control and standardsxc2xb7 Implement and observe the Companys Compliance Policyxc2xb7 Act as an escalation point for issues pertaining to policy issuanceArrange various contests & events for the sales team as well as the customersxc2xb7 Execute templated events for channel partnerxc2xb7 Fulfill the approval requirementsxc2xb7 Analyze the customer response to events to judge the feasibility of the events in terms of leads generated vs. the money spentMIS & Reportingxc2xb7 Design and circulate business MIS and reports to various stakeholder as requiredxc2xb7 Analyze data cuts on Business Performance and share the findings with the supervisorsE Skills RequiredTechnical

• 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

BehavioralEssentialDesiredInterpersonal skillsAbout Company:Tata AIA Life Insurance Company Limited (Tata AIA Life) is a joint venture company, formed by Tata Sons Pvt. Ltd. and AIA Group Ltd. (AIA). Tata AIA Life combines Tatas pre-eminent leadership position in India and AIAs presence as the largest, independent listed pan-Asian life insurance group in the world spanning 18 markets in the Asia Pacific region. Tata AIA Life has written retail new business weighted premium of Rs. 2,692 crore for the financial year 2019-20. For the same period, the 13th month persistency of the company was at 89.10% and, the individual death claims settlement ratio was 99.06%. One of the fastest growing companies in the Life Insurance sector, Tata AIA Life is now ranked at no. 5, based on individual weighted new business premium.

Tata AIA Life Insurance