Sales Manager - Direct Digital

Role Summary : Responsible for Sales activity management, renewal collection, Engagement with Customers Sales Manager/Assistant Sales Manager.

Reports To

Area Sales Manager Direct Digital

Supervises

RMs/ARMs

Job Dimensions

Geographic Area Covered

Zonal Area/ City/ Cities

Stakeholders Internal

All cross functional departments

Stakeholders External

Customers

Distribution Deliverables

Manage a team of 7-10 Relationship Managers. Ensure team is run in full strength and hire/replacements as per budgeted strength communicated. Achieve sales targets on issued FYP as per budgets informed. Implement training road map and ensure all RMs are well trained as per needs and organizational objectives. Implement Needs based Selling and Activity Management processes among RMs. Ensure Goal sheets and performance review process is in place within timelines. Support the business planning and implementation process for the business with the Manager. Submission for required reports as per the timelines. Review with Area Sales Manager/ National Head as per agreed periodicity.

Business Results

Monitor and evaluate achievement of targets against the following parameters: o Issued FYP o Productivity per RM o Case rate o Average Case Size o Activity Ratio o Attrition. o Meeting Rate o Time for Meeting Monitor, control evaluate the activity of the RMs 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. Meeting service-related goals and achieve renewal, reinstatement and resulting Persistency objectives for the team of RMs.

Customer Relationship Management

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 RMs.

Observe demonstrate skills knowledge with the RMs

Code of conduct and ensuring compliance of statutory norms

Engage regularly with the allocated Digital leads/ orphan /newly acquired customers to ensure higher retention, customer satisfaction and continued relationship.

Ensure all customers are serviced to the standards set up.

Adherence to the code of conduct by the entire FA team

Conformation to all financial and administrative systems.

Ensure compliance with TALIC norms for the Branch

Compliance with all statutory and regulatory norms

Risk

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

Skills Required Technical MS Office Suite

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

Graduate MBA

Experience

4-6 Years Prior experience of handling similar roles