Tata AIA Life Insurance - Circle Head - Bank Branch

Circle Head Axis Bank Branch Banking

Role description.

Role 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.

- To closely work with the supervisor to design sales strategies and initiatives that will cause improvement of sales performance across.

Organizational Relationships:

Reports To: State Head.

Supervises: Cluster Managers/ Relationship Managers.

Internal Stakeholders:

- Training.

- Product Management.

- Marketing.

- Branch Operations.

- Distribution Operations.

External:

- Channel Partner.

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 branch banking and cards vertical.

- Work collectively with the branch manager on the business strategies and implementation plans.

- Visit allocated branches regularly to supervise process and operations.

- Interact regularly with Relationship Managers to achieve required sales target.

- Training Relationship Managers in presentation & selling skills.

- Joint Sales Calls with sales team on calls on calls with high-ticket clients.

- Develop and maintain strong relationship and rapport with bank managers to ensure achieve business nos.

Training of the sales team:

- Train the Relationship Managers and banks frontline staff on the products, sales technique, prospecting, objection handling and sales operation and process etc.

- To train the Relationship Managers on Presentation and Selling Skills.

- Conduct sessions on product pitching and query handling for RMs.

Monitor sales & provide support:

- Analyze the productivity of RMs to ensure they are delivering as per expectations.

- Suggest the developmental changes and intervene as and when required.

- Ensure that the high performers are suitably rewarded & kept motivated.

- Maintain and observe Companys internal control and standards.

- Act as an escalation point for issues pertaining to policy issuance.

- Arrange various contests & events for the sales team as well as the customers.

- Communicate all marketing and sales programs to banks frontline staff and ensure awareness and articulation.

- 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, and business continuity. programs by executing and reporting within defined timelines.

- Highlight and recommend process gaps, flaws and process changes.

Skills Required:

Technical:

- 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:

- Interpersonal skills.

- Communication skills.

- Creative thinking skills.

- Supervising/Leadership skills.

- Teamwork Skills.

- Influencing skills.

- Relationship Building skills.

- Decision making skills.

Qualification: PG/ MBA.

Experience: 7 to 9 years Sales Experience.