Sales Manager

Job Description

A Position Overview

Position Title Territory Sales Manager

Department HDFC Bank – Branch Banking

Level/ Band KAM as per PD sankalp

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

- 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.

B Organizational Relationships

Reports To Circle Manager

Supervises RMs

C Job Dimensions

Geographic Area Covered Zone/s

Stakeholders Supervisors, RMs, Ops, Underwriting

Internal

External Bank – Channel Partner

D Key Result Areas

Interact with Bank branch Provide guidance &support to Bank’s employee, TATA AIA RMs and

employee,
Bank’s
Cluster all stakeholders in terms of submissions, issuance , pending resolve etc

Head to help them achieve Maintain good relationship with Bank’s Cluster Head - interact with

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

sales
targets
&
,
while

motivate them to maintain productivity

ensuring
that
the

Maintain persistency by monitoring case size & healthy product mix

persistency & productivity

Ensure
that
they
are
meeting
their
team
targets
as
well
as

is maintained
individual 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

Ensure
Recruitment
is
as Regularly interact with HR to ensure that recruitment is as per plan

per plans

Monitor the performance Ensure that R M’s meet their respective targets which will promote them

of RMs to promote them to to the next level

the next level

Job Description

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

compliance at the zone action against those fond breaching them

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

Enablement

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.

E 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

F 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