JOB TITLE BAND REPORTS TO
Manager Liabilities - Indirect Sales
7 / 6
Regional Sales Manager , Liabilities ( West )
DIRECT REPORTS (by position name) INDIRECT REPORTS (total number)
To be decided To be decided
JOB ROLE
Reporting to Regional Sales Manager (W) , the position is responsible for achieving acquisition of Liabilities Products by managing and developing the DSA network for Debit and Liability products . The task requires managing and monitoring a team of DSAs – Sales and Telemarketing and indirectly managing the Sales personnel of the DSA to sell Liability products to the ‘Mass Market ’ segment in Mumbai . The key products for which the sales have to be managed are as follows :
• Current Accounts
• Debit Card and Savings Accounts
KEY RESPONSIBILITIES
ACQUISITION
Achieve the Targets set for the Sales Channel in terms of product mix and customer segment.
Manage a team of DSAs responsible for acquiring customers from the GMM segment.
Develop and create a successful DSA network for transaction accounts and debit cards .
Achieve “best in class” productivity of the DSA in order to maximize the efficacy of the sales process.
Develop the mass market segment with the help of the DSAs to get the max share of the wallet in Liabilities .
Constantly develop the sales force by training to ensure the best in class in terms of quality of sales and productivity standards.
Implement Promotions and Below the line activities in conjunction with the Regional Sales Manager for new acquisition of customers for the DSA .
Achieve the budgeted cross sell targets.
Participate in Sales calls individually acquire large prospective customers.
Implement sales incentive programs and sales contests.
MONITORING PERFORMANCE
Implement Sales MIS to measure the productivity of each sales personnel in the region.
Monitor the quality of sourcing of products to evaluate developmental needs of the sales teams.
Drive the sales system towards quality standards where risks are well controlled.
Derive insights to Competitor Sales activities and effectively counter the efforts.
Continuously provide feedback to the Regional Sales Manager of the acceptance of the products in the market and suggested changes that could provide impetus to the sales efforts.
Monitor the depth of all relationships acquired. Achieve the maximum “share of wallet” for each customer acquired by the sales team in the Mass market segment.
Continuously upgrade and innovate sales techniques to maximize productivity.
Set business performance standards for DSAs for
Acquisition
Cross Sell
PEOPLE MANAGEMENT
Manage and mentor the DSAs and their sales personnel to carry a single minded objective
Motivate and develop the DSAs to better results.
Implement Sales training programs available and recommend the appropriate programs for differential training needs
Continuously recruit and hire the best talent from the market place.
KEY DIMENSIONS
Customers :
Business Targets : To be set
AUTHORITIES
To be set
KNOWLEDGE/SKILLS/EXPERIENCE
Experience in Managing a sales team and a DSA network in large geographical areas. Should have handled a DSA network for atleast 4 years in any product .
Experience in handling Liabilities Products would be an advantage but not a pre-requisite.
Good knowledge of the Western India market and customer segments would be an advantage.
Demonstrated ability in Sales planning and conceptualize promotions and marketing initiatives.
Strong communication and negotiation skills with the ability to influence outcomes.
Should be well versed with Sales processes and systems.
Strong inter-personal skills and leadership ability, which encourages and promotes enthusiasm and team spirit.
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