ROLE AND CONTEXT
Purpose:
The role primarily comprises of managing the adviser sales team to achieve the desired sales objectives.

Context:
The Role-holder will work closely with the Branch Manager - Direct Sales Force for implementation of strategies leading to market development within his defined territory.

Main Priorities:
Building an active team of Advisers through quality recruitment
Sales call planning Analysis of territory opportunities, strategies for effective territory coverage, customer research, identifying, prospecting and classifying customer on the basis of socio economic and cultural factors, dealing with diverse customer profiles.
Achieving sales targets as per budget.
Development of professional Standards in the adviser team by regularly training them on product and sales processes
Coordinate, monitor and review the sales efforts of the advisor team.
Distribution of responsibility pertaining to the clients & prospective clients between advisers
Comprehensive knowledge of the companys and competitors products
Market feedback
Administrative
To keep track of all the clients
To ensure cost efficient operations

Dimensions:
Coordinating with staff within Branch location
Direct Reports: 12 15

NEED TO DO
Key Outputs:
Meeting the Sales targets for the team/ Branch
Development of a high performing Adviser team with low attrition rates
Relationships:
Internal:
Regional Manager
Branch Manager
Branch Operations Coordinator
Adviser team
HR
Sales Training
Other Branch Team members
Other Management and staff of the Company
External:
Prospective customers
Policy holders
Service Providers, as and when required

Decision Making Authority:
The role-holder would have day to day responsibility of driving business through team of Advisers

Key Performance Indicators:
No. of RP and SP policies
NAPI collected
Persistency Ratio
Knowledge and Skill development of Advisers
Number of active members in the team
Team size and Licensing of Advisers

NEED TO KNOW
Qualifications:
Graduate having 2-3 yrs of experience in sales.

Skills/ Knowledge:
Have the ability to manage and lead a team of advisors to deliver targets across whole product range within agreed timelines
Excellent selling skills
Skills in leadership, interpersonal communication, and problem solving capability.
Thorough knowledge of local market
Aptitude for financial numbers
Coaching and developing skills

Experience:
First level supervisory sales experience in financial services (credit card, auto loans, investment companies etc. ), direct selling, FMCG organisations
Should be leading a team of minimum 5-6 frontline sales people

NEED TO BE
Competencies:
Team Leading and Management Capability
To set clear targets and provide appropriate feedback to advisers on progress leading to development of motivated and dedicated team of Advisers. Work closely with the advisers, colleagues and internal resources to deliver value and be a key influence in what will be a fast growing team environment.

Initiative & Innovation
Is proactive, depending on business needs manages things and situations independently, does not require follow up. Thinks outside the box and always strives to look at things in new ways.

Planning & Organising
Maintains effective information relating to advisers and team performance. Is systematic in his/ her approach to work and does and ensures things are done right on time, the first time.

Ability to perform under stress
Can adhere to timelines without compromising on quality of work. Maintains high energy levels and a positive outlook over long periods. Persistent in challenging conditions.

Business awareness
Has good up to date knowledge of Aviva & competitor products. Pays attention to detail without losing sight of the bigger picture.