Qureos Mentor

Tata AIA Life Insurance

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 Role description
 
 
 
 
 Job Description
 
 
 
 
 
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 Position Overview
 
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 Position Title
 
 
 
 
 
 
 Circle Head - Axis Bank Branch Banking
 
 
 
 
 
 
 
 
 Department
 
 
 
 
 
 
 Axis Bank &ndash;Branch Banking
 
 
 
 
 
 
 
 
 Level/ Band
 
 
 
 
 
 
 Senior Manager / 501
 
 
 
 
 
 
 
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 Role Summary:
 
 
 
 
 
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 To manage sales and business objective of the cluster, meeting or exceeding key targets
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 To ensure achievement of sales targets with optimal market coverage
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 To plan resource allocation and be responsible for financial viability of the cluster
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 To effectively lead and manage his sales team by providing them with ongoing coaching
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 To ensure that the sale behavior, sales ethics and sales practices of the sales team comply with company standards and
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 To closely work with the supervisor to design sales strategies and initiatives that will cause improvement of sales performance across
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 Organizational Relationships
 
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 Reports To
 
 
 
 
 
 
 State Head
 
 
 
 
 
 
 
 
 Supervises
 
 
 
 
 
 
 Cluster Managers/ Relationship Managers
 
 
 
 
 
 
 
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 Job Dimensions
 
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 Geographic Area Covered
 
 
 
 
 
 
 
 Circle
 
 
 
 
 
 
 
 
 
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 Internal Stakeholders
 
 
 
 
 
 
 Training
 
 
 
 
 
 
 
 Product Management
 
 
 
 
 
 
 
 Marketing
 
 
 
 
 
 
 
 Branch Operations
 
 
 
 
 
 
 
 Distribution Operations
 
 
 
 
 
 
 
 
 External
 
 
 
 
 
 
 Channel Partner
 
 
 
 
 
 
 
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 Key Result Areas
 
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 Achieve&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; ANP
 
 
 
 
 
 targets&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; through assigned branches
 
 
 
 
 
 
 &middot;&nbsp;&nbsp; Achieve pre-set business targets on ANP, case count, active branch, active sales staff and various KPIs for branch banking and cards vertical
 
 
 
 &middot;&nbsp;&nbsp; Work collectively with the branch manager on the business strategies and implementation plans
 
 
 
 &middot;&nbsp;&nbsp; Visit allocated branches regularly to supervise process and operations
 
 
 
 &middot;&nbsp;&nbsp; Interact regularly with Relationship Managers to achieve required sales target
 
 
 
 &middot;&nbsp;&nbsp; Training Relationship Managers in presentation &amp; selling skills
 
 
 
 &middot;&nbsp;&nbsp; Joint Sales Calls with sales team on calls on calls with high-ticket clients
 
 
 
 &middot;&nbsp;&nbsp; Develop and maintain strong relationship and rapport with bank managers to ensure achieve business nos.
 
 
 
 
 
 
 
 
 Training&nbsp;&nbsp;&nbsp;&nbsp; of&nbsp;&nbsp;&nbsp;&nbsp; the sales team
 
 
 
 
 
 
 &middot;&nbsp;&nbsp; Train the Relationship Managers and bank&rsquo;s frontline staff on the products, sales technique, prospecting, objection handling and sales operation and process etc
 
 
 
 &middot;&nbsp;&nbsp; To train the Relationship Managers on Presentation and Selling Skills
 
 
 
 &middot;&nbsp;&nbsp; Conduct sessions on product pitching and query handling for RMs
 
 
 
 
 
 
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 Monitor sales &amp; provide support
 
 
 
 
 
 
 &middot;&nbsp;&nbsp; Analyze the productivity of RM&rsquo;s to ensure they are delivering as per expectations. Suggest the developmental changes and intervene as and when required.
 
 
 
 &middot;&nbsp;&nbsp; Ensure that the high performers are suitably rewarded &amp; kept motivated
 
 
 
 &middot;&nbsp;&nbsp; Maintain and observe Company&rsquo;s internal control and standards
 
 
 
 &middot;&nbsp;&nbsp; Act as an escalation point for issues pertaining to policy issuance
 
 
 
 
 
 
 
 
 Arrange various contests &amp; events for the sales team as well as the customers
 
 
 
 
 
 
 &middot;&nbsp;&nbsp; Communicate all marketing and sales programs to bank&rsquo;s frontline staff and ensure awareness and articulation
 
 
 
 &middot;&nbsp;&nbsp; Fulfill the approval requirements
 
 
 
 &middot;&nbsp;&nbsp; Analyze the customer response to events to judge the feasibility of the events in terms of leads generated vs. the money spent
 
 
 
 
 
 
 
 
 MIS &amp; Reporting
 
 
 
 
 
 
 &middot;&nbsp;&nbsp; Design and circulate business MIS and reports to various stakeholder as required
 
 
 
 &middot;&nbsp;&nbsp; Analyze data cuts on Business Performance and share the findings with the supervisors
 
 
 
 
 
 
 
 
 Risk
 
 
 
 
 
 
 &middot;&nbsp;&nbsp; Participate in risk mitigation plans, contingency planning, and business continuity
 
 
 
 programs by executing and reporting within defined timelines. Highlight and recommend process gaps, flaws and process changes.
 
 
 
 
 
 
 
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 Skills Required
 
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 Technical
 
 
 
 
 
 
 &middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Product/Subject matter expertise
 
 
 
 &middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Team Management skills
 
 
 
 &middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Mentoring skills
 
 
 
 &middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Business perspective &amp; planning
 
 
 
 &middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Performance Management skills
 
 
 
 &middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Finance / Insurance industry awareness
 
 
 
 &middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Interviewing skills
 
 
 
 &middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Self management
 
 
 
 &middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Problem solving skills
 
 
 
 &middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Peer level co-ordination and influencing skills
 
 
 
 
 
 
 
 
 Behavioral
 
 
 
 
 
 
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 Essential
 
 
 
 
 
 
 
 Desired
 
 
 
 
 
 
 
 
 
 Interpersonal skills
 
 
 
 
 
 
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 Communication skills
 
 
 
 
 
 
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 Creative thinking skills
 
 
 
 
 
 
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 Supervising/Leadership
 
 
 skills
 
 
 
 
 
 
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 Teamwork Skills
 
 
 
 
 
 
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 Influencing skills
 
 
 
 
 
 
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 Relationship&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Building skills
 
 
 
 
 
 
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 Decision making skills
 
 
 
 
 
 
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 Incumbent Characteristics
 
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 Essential
 
 
 
 
 
 
 
 Desired
 
 
 
 
 
 
 
 
 
 Qualification
 
 
 
 
 
 
 PG/ MBA
 
 
 
 
 
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 Experience
 
 
 
 
 
 
 7 - 9 years Sales Experience
 
 
 
 
 
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Circle Head - Axis Bank Branch Banking

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Tata AIA Life Insurance

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Circle Head - Axis Bank Branch Banking