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

ensuringthat

?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.Thisincludesdevelopmentofriskresponse

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

Technical?Good 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.