JOB DESCRIPTION

              A            Position Overview

Position Title

Sales Manager

Department

Direct Distribution - DSF

Level/Band

301 - Assistant Manager

Role Summary: Achieve FYP targets through regular visits to the assigned branches & relationship building with the team, Training of the sales team, Arrange various contests & events for the sales team as well as the customers.

B          Organizational Relationships

Reports To                    

Area  Manager

Supervises

WPOs (5 to 6)

C          Job Dimensions

Geographic Area Covered

Clusters as defined in Zone structure

Stakeholders                                        Internal

Operations, Distribution Operations, F&A

External

Customers

D           Key Result Areas

Sales Management

·   Set targets for the team & review their performance on regular basis

·   Initial grooming of the sales teams in presentation / selling skills& products

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

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

·   Set sales strategies for the team and follow up with to ensure the team  achieves their targets

·   Monitor WPOs lead conversion ratio and ensure the same is as per the Business Plan

·   Ensure the WPOs updates the lead management system

Team Management

·   Analyze the productivity of  WPOs to ensure they are delivering as per expectations

·   Track business on a daily basis & provide feedback to the WPOs as well as to the senior management

·   Drive the various contests being held for the channel and motivate the team to perform better

·   Ensure that the high performers are suitably rewarded & kept motivated

·   Counsel the low performers to assess the reasons for low productivity

Provide operational support

·   Check policy issuance & track the progress through every stage of the policy

·   Co-ordinate with the team to resolve pending requirements.

·   To be well informed on  underwriting guidelines and other operations processes  and share the same with the team membersby conducting workshops

·   Educate the WPOs on the importance of compliance and ensure the same is being adhered to in a day to day business

MIS & Reporting

·   Prepare Business MIS and share the same with Senior Management

·   Analyze the daily business nos. on submission/ issuance and pending and provide feedback to the WPO team

·   Participate in risk mitigation plans, contingency planning, business continuity programs by executing and reporting within defined timelines.  Highlight and recommend process gaps, flaws and process changes

E      Competency

Competency For
Sales Manager

Proficiency Scale

Proficiency Scale Description

Consumer Focus

Understands the consumer life cycle, makes him/her feel valued and provides a value proposition suitable to the customer and

make him/ her a brand ambassador by making use of functional knowledge and expertise

4

Is aware of the all latest offerings available in the market place and uses

that information to create an environment where team/s are empowered to put consumers first. Organizes processes around consumer needs by taking into account the complex and sensitive information to meet their long term needs.

Implements feedback system to improve consumer experiences at each touch point. Acts as a catalyst to backend support, service team and product teams to create more consumer focused product / services

Building and

Managing Relationships

Collaborating with key stakeholders and team

members to build positive working relationships based on confidence, trust and sensitivity to facilitate the accomplishment of common work/ business goals.

4

Proactively seeks out to identify and establish relationships which might be crucial for achieving long term success. Builds strong alliances with intra department colleagues / stakeholders that would support his/her team achieve business results. Takes efforts to ensure that key contacts and networks also find

it beneficial to maintain relationships. Encourages own team members to build nurturing relationships

Effective Communication

Able to communicate accurately and concisely with various stakeholders by adapting communication methods based on situation and well reasoned arguments to convince and persuade stakeholder to achieve win-win situations

4

Creates an environment where team/s are encouraged and developed to enable them to communicate effectively with consumers and stake holders. Facilitates the understanding of complex messages to teams and stake holders by using appropriate communication techniques and ensures that the team is well versed with the skills and tools required to effectively communicate to various stake holders. Encourages the team to follow best sales communication practices adapted from similar line of business and sets them up for success.

Taking Ownership

Achieves results by taking responsibility proactively and by making timely decisions with

speed & urgency

4

Proactively sets stretched targets for team and empower/motivate them to achieve the same. Takes responsibility for self and team's productivity even under testing situations. Recognizes ways of improving team productivity and customer service standards and makes critical decisions which has an

impact on improving them. Understands how to divert teams effort in achieving broad business objectives/targets and consistently drives them for results.

People Management

Develop and manages individuals and team performances through constructive feedback, coaching and mentoring .

4

Creates a collaborative environment and continuously motivates The team to work together. Empathizes and maintains an on-going two way communication

With team members. Makes team members understand criticality of their contribution to the team's success and facilitates understanding of

Interdependencies among roles. Advices and coaches others by sharing experiences and Discussing how to handle current or anticipated concerns.

F          Skills Required

Technical

§ Product/ Subject matter expertise

§ Team management skills

§ Business perspective & planning

§ Insurance industry awareness

§ Problem solving skills

§ Presentation skills

Behavioral



Essential

Desired

Interpersonal skills

·        


Communication skills

·        


Creative thinking skills


·        

Supervising/Leadership skills

·        


Teamwork Skills

·        


Influencing skills

·        


Relationship Building skills

·        


Decision making skills


·        

G            Incumbent Characteristics

Essential

Desired

Qualification

Graduate

MBA

Experience

5 - 7 Years


Disclaimer: This Job Description is indicative in nature. The duty list/Goal Sheet provided to you can vary from the aforesaid in view of Organisational need/requirement from time to time