Distribution Deliverables


·Manage a team of 5 to 7 Sales Managers under the Direct Sales Force vertical.

·Ensure planning & recruitment of sanctioned number of FPOs/WMCs and Sales Manager for FPO Units in the Region.

·Achieve sales targets on issued FYP as per budgets informed.

·Implement Needs based Selling and Activity Management processes amongst the teams managed.

·Support the business planning and implementation process for the business with the Zonal Manager.

·Assist / Support Geographical Expansion initiatives as planned and advised from time to time.

·Submission for required reports as per the time lines.

·Review with Zonal Manager as per agreed periodicity.

·Driving benchmark persistency within the region.


Business Results

·Monitor and evaluate achievement of targets against the following parameters:

oIssued FYP/

oProductivity per FPO

oProductivity per Sales Manager Team,

oCase rate,

oAverage Case Size,

oActivity Ratio,

oAttrition.

·Monitor, control & evaluate the activity of the Sales Manager through Activity Management System and Lead Management System.

·Achieve the Team Cross Sell/ Up-Sell Targets from the orphan customer base allocated to the team in the Region

·Meeting service related goals and achieve renewal, reinstatement and resulting Persistency objectives for the teams in the Region.



Optimal Resource Management for Region through liaison with Zone Office/Head Office

·Own the resources & spend budgets for the Region

·Plan budgeting of resources for the region

·Liaise with ZO / HO for budgetary requirements,.

·Own region level marketing plans and promotions.

·Support the offices in the region on operational issues.



People Development


·Enable superlative performance standards through alignment of the team with the organization's objectives as communicated from time to time.

·Ensure clear communication of the overall strategies and drive ownership on goals and objectives.

·Develop the competencies of the Sales Managers.

·Observe & demonstrate skills & knowledge with the Sales Managers.

·Implement training road map and ensure timely on boarding training for inducted FPOs.



Customer Relationship Management

·Review of selling arrangements in the Region.

·Ensure adequate focus to the business.

·Ensure all customers are serviced to the standards expected in the Region.



Code of conduct and ensuring compliance of statutory norms

·Adherence to the code of conduct by the entire Region.

·Conformation to all financial and administrative systems.

·Ensure compliance with TALIC norms for the Branches in the Region.

·Compliance with all statutory and regulatory norms in the Region.



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.


Qualification

Graduate

Post Graduate (MBA or relevant degrees)

Experience @ TALIC

Minimum 10 - 15 years of Sales Management experience.

Minimum 8 - 12 years of Sales Management experience.