Territory Sales Manager - HDFC Bank Branch Banking

APosition Overview

Position TitleTerritory Sales Manager

DepartmentHDFC Bank-Branch Banking

Level/ BandKAM as per PD sankalp

Role Summary:Dual responsibility of direct sourcing as well as team management.

-Interact withBanks cluster head& bank employees and manage them on daily basis

-Branches directly mapped to him/her.

-Manage RMs mapped to him to help them achieve sales targets

-Ensuring that the persistency & productivity is maintained, Ensures quality of recruits hired in the team,

maintains & drives compliance at the zone.

B Organizational Relationships

Reports ToCircle Manager

SupervisesRMs

C Job Dimensions

Geographic Area CoveredZone/s

StakeholdersSupervisors, RMs, Ops, Underwriting

Internal

ExternalBank-Channel Partner

D Key Result Areas

Interact with Bank branch∙Provide guidance &support toBanks employee, TATA AIA RMs and

employee,BanksClusterall stakeholders in terms of submissions, issuance , pending resolve etc

Head to help them achieve∙Maintain good relationship with Banks Cluster Head- interact with

him regularly to assess business status. Take help from them to push &

salestargets&,while

motivate them to maintain productivity

ensuringthatthe

∙Maintain persistency by monitoring case size & healthy product mix

persistency & productivity

∙Ensurethattheyaremeetingtheirteamtargetsaswellas

is maintainedindividual sales targets

∙Managing the relationship between internal team and channel partner so

as to foster sales for the company and mmaintain utmost levels of

responsiveness to requirements from the Channel Partner

EnsureRecruitmentisas∙Regularly interact with HR to ensure that recruitment is as per plan

per plans

Monitortheperformance∙Ensure that RMsmeet their respective targets which will promote them

of RMs to promote them toto the next level

the next level

Maintain&drive∙Ensure adherence to SOPs & sales processes & instigate disciplinary

compliance at the zoneaction against those fond breaching them

Top Line Growth/BusinessAchievement of NB Premium target, RM Activation and Product mix

Enablement

Business EnablersSales activity management, renewal collection, and high level relationship

mapping with bank staff (very important)

RiskOwn-up the risk of the function by developing a risk aware culture through

participation in measurement, analysis and mitigation of risks associated with the

respectivefunction.Thisincludesdevelopmentofriskresponseprocesses,

participation in contingency and business continuity programs and reporting of

emerging risks with potential impacts. Also respond to risks highlighted by

employees through formal / informal mechanisms and advice on various risk

management issues within the organization and provide feedback. Participate in

implementingriskmitigationplanthroughoptimumresourceallocation,

monitoring and reporting on status.

E Skills Required

Technicalclub suitGood Knowledge of MS Office

Behavioral

EssentialDesired

Interpersonal skills∙

Communication skills∙

Creative thinking skills∙

Supervising/Leadership skills∙

Teamwork Skills∙

Influencing skills∙

Relationship Building skills∙

Decision making skills∙

F Incumbent Characteristics

EssentialDesired

QualificationGraduationManagement background preferred

ExperienceShouldhaveatleast6years

experience of banca sales with at

least2yearsexperiencein

leading teams.

. The incumbent also preferably

needs to have knowledge of retail

sales in the insurance parlance.