Territory Manager

Regional Sales Planning

• Engage with partner Team Leaders & internal account management team to build region wise sales strategy and prepare an execution plan.
• Building & executing business strategy basis market insight & competition mapping.

Partner management

• Lead the business review discussions with partners on a monthly basis and drive the sales process with all the present partner through lead generation, conversion, etc.
• Build relationships with key stakeholders of the partner and develop opportunities for strategic ring fencing of the partner through enhanced engagement and leveraging group companies’ network where possible

Team & Sales management

• Responsible for ensuring key business metrics productivity, persistency, branch activation, average ticket size & claim ratios
• Collaborate with the account management team in articulating the strategy for the region, engaging with the sales promotion team in developing reward and recognition platforms for partner and internal employees
• Provide guidance to the team in chasing/ converting/ generating business in assigned geography
• Review & evaluate business parameters and provide input to the team
• Ensuring discipline & rigor of daily sales activities, DSR & LMS input in the team

Partner servicing

• Resolve escalated issues related to grievance handling, provide input to minimize recurrence of issues
• Review and ensure processes are compliant with guidelines set internally and by regulatory

Partner and Product-Mix Management

• Understand the dynamics of the partner in terms of key decision makers, long term strategy, operating culture, approval matrices, key strengths and weaknesses in operations etc.
• Build working relationships with key decision makers in IB team(s), to expedite decisions and create a collaborative work environment
• Deep dive into understanding the partner’s customer ecosystem, customer requirements, partner products and offerings and suitably determine Bajaj’s optimal product mix
• Track performance of overall product mix by leveraging data/analytics, draw inferences and suggest/implement course corrections, as required 

Internal review

• Define and cascade various targets to the frontline team such as ECS mandate, topline, dead business, etc.
• Periodically conduct reviews with own team to monitor progress on set objectives, track deviations and provide recommendations on course correction
• Participate in reviews at set frequencies with Business Head & Partner.

Team management and Hiring

• Participate in hiring process to identify the right talent for positions within the geography
• Determine individual training needs and development plans to build expertise and enhance domain knowledge in the team
• Set objectives, conduct reviews and close appraisal processes for the team as per timelines