Cluster Sales Manager - Federal Bank

Interact with Bank s 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.

Organizational Relationships

Reports To

• Zonal Sales Manager
• Supervises
• KAMs

Job Dimensions

Geographic Area Covered

• Zone/s
• Stakeholders Internal
• Supervisors, RMs, Ops, Underwriting
• External
• Bank - Channel Partner

Key Result Areas

• Interact with Bank branch employee, Bank s Cluster Head to help them achieve sales targets & , while ensuring that the persistency & productivity is maintained
• Provide guidance & support to Bank s employee, TATA AIA KAMs and all stakeholders in terms of submissions, issuance, pending resolve etc
• Maintain good relationship with Bank s Cluster Head - interact with him regularly to assess business status. Take help from them to push & motivate them to maintain productivity
• Maintain persistency by monitoring case size & healthy product mix
• Ensure that they are meeting their team targets as well as individual sales targets
• Managing the relationship between internal team and channel partner so as to foster sales for the company and maintain utmost levels of responsiveness to requirements from the Channel Partner
• Ensure Recruitment is as per plans
• Regularly interact with HR to ensure that recruitment is as per plan
• Monitor the performance of RMs to promote them to the next level
• Ensure that KAMs meet their respective targets which will promote them to the next level

Maintain & drive compliance at the zone

• Ensure adherence to SOPs & sales processes & instigate disciplinary action against those fond breaching them

Top Line Growth/Business Enablement

• Achievement of NB Premium target, KAM Activation and Product mix

Business Enablers

• Sales activity management, renewal collection, and high level relationship mapping with bank staff (very important)

Risk

• Own-up the risk of the function by developing a risk aware culture through participation in measurement, analysis and mitigation of risks associated with the respective function.
• This includes development of risk response processes, 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 implementing risk mitigation plan through optimum resource allocation, monitoring and reporting on status.

Skills Required

Technical

• Good Knowledge of MS Office

Behavioral

Essential

Desired

• Interpersonal skills
• Communication skills
• Creative thinking skills
• Supervising/Leadership skills
• Teamwork Skills
• Influencing skills
• Relationship Building skills
• Decision making skills

Incumbent Characteristics

Essential

Desired

Qualification

• Graduation
• Management background preferred

Experience

• Should have at least 6 years experience of banca sales with at least 2 years experience in leading teams.
• The incumbent also preferably needs to have knowledge of retail sales in the insurance parlance.