Area Manager / Assistant Sales Manager

Purpose: The role holder is required to meet team targets, maintain product mix, retain employees and achieve efficiency of sources and employees while keeping the team motivated and engaged.

Desired Background : MBA / Graduate with minimum 3 - 6 years of team handling experience

KPA & Activities

1. Business Target : Achievement of business targets (OM, penetration, PE, NPE,etc.) for the teams in terms of all insurance and other products as defined and agreed upon.

- Goal setting for the team in conjunction with the Team Leader and Sales Manager

- Review the teams product mix across types of loans / value of loans ( Eqt, Housing, etc) and appropriate open market share for all products ( PAR / ULIP / Non Par) as per defined by all constituents.

- Participate in the morning huddles with the team and audit on completion of the DSR/ Sales diaries etc.

- Implement and audit of the various defined processes and practices.

- Disseminate information with respect to business (product changes, process change, incentive update etc.) within the teams.

- Conduct interviews, liaise with the local admin team and assist the team manager in recruitment of the right candidates for the team and ensure budgeted manpower are in place for the teams mapped to him.

- Collaborate with SM to identify and execute marketing activities towards lead generation (corporate desk, society activities etc.)

- Ensure fulfillment of smooth end-to-end process for every case sourced by the teams.

- Ensure all desired matrix and business composition (persistency, funded, non funded, etc.) are met

2. Coaching and Development :

- Enable the team members to reach maximum level of efficiency to improve professional and organizational effectiveness.

- Ensure daily 1 customer call with the FSA / team member to check the progress of a team member in terms of their customer handling skills

- Handhold the recruited FSA/ LSE by training them on product knowledge, softwares and processes.

- Work with the TM on NPE (non performing employee) and take corrective actions towards making them PE (performing employee).

- Devise PIP in consultation with SM to make them productive.

- Ensure low levels of attrition of the team members mapped to him and support the TM towards retention of his team members.

- Conduct exit interview for any resignee in the team.

3. Performance Review :

- Track and analyse reports and MIS (Business MIS, Certification MIS, Incentive MIS, etc.)

- Review and implementation of performance sheets in conjunction with team managers

- AM/ ASM along with TM should ensure that he/ she gives appropriate feedback to all team members, identify areas of improvement , initiate performance improvement plan and document them.

- AM / ASM along with the TM should share progress with respect to the KRA's with the team members, review and appraise objectives / KRAs every month.

- AM/ ASM along with TM should ensure that he/ she gives appropriate feedback to all team members, identify areas of improvement , initiate performance improvement plan and document them.

4. Relationship Building :

- Ensure smooth relationship building between ASM / AM and below levels of the mortgage vertical.

- Share relevant reports related to financial services with mortgage AM/ ASM and discuss areas of improvement between the two teams and work towards bridging the gaps between the two teams.

- Manage relationships with HDFC Ltd RM's.

- Manage relationship with various insurance partners.

5. Certification and regulatory compliance :

- Ensure his/her team is compliant towards selling of various products by undergoing the training and certification for IRDA, AMFI etc.

- Ensure the right quality of business being sourced.

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