Document

A Position Overview

Position Title

Territory/Area Manager

Department

Partnership Distribution (IBL)

Level/ Band

Asst. Manager / Manager


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 regulations

·To closely work with the branch / channel head to design sales strategies and initiatives that will cause improvement of sales performance across business.

B Organizational Relationships

Reports To

Regional Manager/ Zonal Head

Supervises

Relationship Managers


C Job Dimensions

Geographic Area Covered

Branch/ Cluster

Internal Stakeholders

Training

Product Management

Marketing

Branch Operations

Distribution Operations

External

Channel Partner


D 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 designated branches/cluster

·Develop joint business and implementation plans with branch manager

·Interact regularly with Sales/ operations team to set targets & achieve required sales

·Initial grooming of the Relationship Managers in presentation & selling skills

·Make joint calls with sales team, if required during the initial months

·Accompany the sales team on calls with high-ticket clients

·Build up and maintain solid relationship and rapport with partner's district managers, branch managers and all frontline sales