Cluster Manager

Job Description

A Position Overview

Position Title

Area SalesCluster Manager - DBS LVB

Department

Partnership Distribution

Level/ Band

Manager

Role Summary:
• To manage sales and business objective of the cluster/region and meeting or exceeding key targets
• To achieve sales targets with optimal market coverage
• To closely work with the branch manager/SP to design sales strategies and initiatives
• To meet with customer and solicit Life Insurance Business
• To plan resource allocation and be responsible for financial viability of the cluster.
• To effectively lead and manage team by providing them with ongoing coaching/mentoring
• To ensure that the sale behavior, sales ethics and sales practices of the team comply with company standards and regulations B Organizational Relationships

Reports To

Regional Sales Manager

Supervises

Relationship Managers

C Job Dimensions

Geographic Area Covered

Partner defined region/ Clusters including 45-50 branches

Internal Stakeholders

Training

Product Management

Marketing

Branch Operations

Distribution Operations

External

Channel Partner

D Key Result Areas

Achieve ANP targets through assigned branches

· Achieve pre-set business targets on ANP & VoNB, case count, active branch, active sales staff and various KPIs for designated branches/cluster

· Develop joint business and implementation plans with branch managers/ SPs

· Interact regularly with Sales/ operations team to set targets & achieve required sales

· Initial grooming of the RMs in presentation & selling skills

· Make joint calls with sales team and help team with High ticket closures

· Build up and maintain solid relationship and rapport with partner's branch managers and all frontline sales

Training of the sales team

· Provide on-going training to partner's staff, including products, sales technique, prospecting, objection handling and sales operation and process etc.

· To train the Relationship Managers on Presentation and Selling Skills

Monitor sales & provide support

· Analyze the productivity of Sales / operation team to ensure they are delivering as per expectations

· Ensure that the high performers are suitably rewarded & kept motivated

· Counsel the low performers to assess the reasons for low productivity

· Accompany the low performers on calls & give them special attention to motivate them

· Organize trainings for low performers to ensure they are conceptually strong

· Maintain and observe Company's internal control and standards

· Implement and observe the Company's Compliance Policy

· Act as an escalation point for issues pertaining to policy issuance

Arrange various contests & events for the sales team as well as the customers

· Execute templated events for channel partner

· Fulfill the approval requirements

· Analyze the customer response to events to judge the feasibility of the events in terms of leads generated vs. the money spent

MIS & Reporting

· Design and circulate business MIS and reports to various stakeholder as required

· Analyze data cuts on Business Performance and share the findings with the supervisors

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.

E Skills Required

Technical
• Direct sales experience in Banking environment
• Product/Subject matter expertise
• Team Management skills
• Mentoring skills
• Business perspective & planning
• Performance Management skills
• Finance / Insurance industry awareness
• Interviewing skills
• Self management
• Problem solving skills
• Peer level co-ordination and influencing skills Behavioral

Essential

Desired

Interpersonal skills

·

Communication skills

·

Creative thinking skills