Regional Director- DSF

Corporate Access
  • Kolkata
  • 5-16 lakh
  • 9-13 years
  • Views
  • 25 Jul 2017

  • Sales/ Business Development/ Account Management

  • Insurance
Job Description

Purpose:
To effectively lead the team of Zonal Managers and Branch Managers to achieve the business targets and profitability in the designate locations, maintain a profitable mix of products while operating within required expense budgets.

Context:
The role-holder will work closely with the CDO to plan and implement sales strategies within his/ her defined geographical range

Main Priorities:
To develop, agree and implement the strategy for the Region in line with Company business objectives
Recruit efficient personnel who will help meet the Companys long and short term goals. Also responsible for developing succession planning at zone and branch levels.
Monitor and analyze sales activity against critical business value drivers
To manage and motivate each branch to achieve the predefined sales targets with a clear focus on profitability targets
To assess and develop the training needs of each indvidual in order for them to be highly effective in a competitive environment
To ensure that 'Best Practice' is adopted and all team members operate to the highest professional standards
To maintain and develop ones own comprehensive knowledge of Companys products and unique selling propositions
To coordinate, monitor and review the sales efforts of the team on a regular basis
Monitor Competition and customer feedback on an ongoing basis and provide market intelligence to designate functions
Identify opportunity areas and participate in developing new channels under direct sales for deeper market penetration
Dimensions:
Direct reports 3 - 4 ZMs/ State Heads
Over 7500 FPAs
Managing 30 odd branches.
To manage P& L account for their region.
Decision Making Authority
The role-holder would have full day
to day responsibility for achieving designate business targets Key Outputs:
Establish Region as strong contributor towards business objectives and a key enabler for the business achieving its market share and profitability objectives
Short and long-term sales plan for the Region developed, leading to successful market penetration and development through highly professional sales management.
Business targets allocated and revised on a continued basis, aligned to the dynamic market environment
Research and develop strategies and plans which identify marketing opportunities, and new project development
Analyze and evaluate the effectiveness of sales, methods, costs, and results.
Develop and manage sales budgets, and oversee the development and management of internal operating budgets.
Managing and motivating his Branch teams
Relationships:
Internal
Director DSF
Directors of other departments
Zonal managers
BOT Project Managers
Branch Managers
Senior ManagerCorporate Workplace Marketing
Sales Managers and Advisers
Sales HR and TrainingTeam
Other Management and employees of the Company

External
Customers
Service Providers/ Vendors

Key Performance Indicators:
Achieves new business sales targets (number of Policies and APE)
Higher growth and persistency in business
Benchmark team Productivity
Sales force recruitment
Enhanced skill development of team
Financials:
To operate within approved budgets
Independent profit center
Qualifications:
A management graduate from a reputed university/ institute
Skills/ Knowledge:
Planning and organizing capability
Ability to interact with senior management
General Management skills
Proven influencing skills
Adept at managing large teams
Strong decision making capability
Exposure to Coaching and counseling at various levels
Experience in strategic planning and execution. Knowledge of negotiating, and change management.
Work requires professional written and verbal communication and interpersonal skills.
Ability to motivate teams to produce quality materials within tight timeframes and simultaneously manage several projects.
Experience:
Should possess 9 - 15 years of sales experience in a dynamic environment and have the ability to work with deadlines
Should have worked preferably with a bank or a financial services company or alternatively have exposure to a direct distribution for an FMCG company
Should have managed a large sales team in his previous role and have a proven track record in meeting/ exceeding designate targets
Competencies:
Strategic Capability
Has a sophisticated understanding of the key factors influencing the business, including competitors and is able to plan key strategic initiatives for the Company to achieve projected market share
Decision Making
Will be responsible for a major sub business unit within the company where the new environment may sometimes mean there is little precedent. Key decisions will have a major impact on the success of the development of the business in the critical, early phase of its establishment
Leadership
Provides a constant source of passion and energy to keep the team motivated and engaged
Sets and role models high standards for behaviour and will not compromise on these
Delivering Results
Ensures that Sales plans of the Company are aligned with strategic business plan of the Company, that distributor strategies are developed to achieve volume and profit requirements and that the Sales teams contribute strongly to the achievement of the required sales, productivity and persistence targets set by the business
Relationship Management
Understands how activities in other parts of the business impact on own area and vice versa and builds lasting relationships within and outside the organisation and uses the network for the benefit of all parties


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