Territory Sales Manager

Position Overview

Position Title Territory Sales Manager

Department HDFC Bank – Branch Banking
Level/ Band KAM as per PD sankalp

Role Summary : Dual responsibility of direct sourcing as well as team management.

- Interact with Bank’s cluster head & bank employees and manage them on daily basis

- Branches directly mapped to him/her.

- Manage RMs mapped to him to help them achieve sales targets

- Ensuring that the persistency & productivity is maintained, Ensures quality of recruits hired in the team,

maintains & drives compliance at the zone.

B Organizational Relationships

Reports To Circle Manager

Supervises RMs
C Job Dimensions

Geographic Area Covered Zone/s

Stakeholders Supervisors, RMs, Ops, Underwriting
Internal
External Bank – Channel Partner
D Key Result Areas

Interact with Bank branch Provide guidance &support to Bank’s employee, TATA AIA RMs and

employee, Bank’s Cluster all stakeholders in terms of submissions, issuance , pending resolve etc
Head to help them achieve Maintain good relationship with Bank’s Cluster Head - interact with
him regularly to assess business status. Take help from them to push &
sales targets & , while
motivate them to maintain productivity
ensuring that the
Maintain persistency by monitoring case size & healthy product mix
persistency & productivity
Ensure that they are meeting their team targets as well as
is maintained individual sales targets
Managing the relationship between internal team and channel partner so

as to foster sales for the company and mmaintain utmost levels of

responsiveness to requirements from the Channel Partner

Ensure Recruitment is as Regularly interact with HR to ensure that recruitment is as per plan
per plans
Monitor the performance Ensure that R M’s meet their respective targets which will promote them

of RMs to promote them to to the next level
the next level
Job Description

Maintain & drive Ensure adherence to SOPs & sales processes & instigate disciplinary

compliance at the zone action against those fond breaching them
Top Line Growth/Business Achievement of NB Premium target, RM Activation and Product mix

Enablement
Business Enablers Sales activity management, renewal collection, and high level relationship
mapping with bank staff (very important)
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.
E Skills Required

Technical Good Knowledge of MS Office

Behavioral
Essential Desired
Interpersonal skills

Communication skills
Creative thinking skills
Supervising/Leadership skills
Teamwork Skills
Influencing skills
Relationship Building skills
Decision making skills
F Incumbent Characteristics

Essential Desired

Qualification Graduation Management background preferred
Experience Should have at least 6 years’
experience of banca sales with at
least 2 years ’ experience in
leading teams.
. The incumbent also preferably
needs to have knowledge of retail
sales in the insurance parlance.