Sales Excellence Manager - ACES

Helping better execute the Sales Management Process in the mapped circle

Driving various key strategic initiatives which are focussed toward enhancing the quality of our sales team’s communication with our partner & customers.

Helping leverage the digital tools, capability sessions and process improvements by our teams to ensure we are the first choice to our partner and customer. 

Be a change catalyst. Undertake execution of key projects on delivery strategies.

Key Responsibilities/ Key Deliverables:

•    Execution Excellence
o    Responsible for ensuring adherence to the defined sales choreography across hierarchy
o    Conduct joint reviews along with field sales leadership on adherence to mSMART benchmarks across roles
o    Build and implement rhythms of governance with central office stake holders across segments
o    Undertake sessions across RA and CM Teams in the circle to create awareness and drive adoption
o    Execution of all central strategic initiatives jointly in association with field leadership
o    Custodian for driving channel objective across key priority areas – Protection / Riders / Annuity etall
o    Change Management across new processes / management objectives

•    Employee Success
o    Ensuring learning interventions are being executed across RAs / CMs
o    Collaborate with Training Team to ensure RA M1-M6 learing journey is executed for new Ras
o    Enable facilitation of CATALYST programs for supervisors
o    Drive conduct of incentive planning activity through SAMPAN CALCULATOR by supervisiors across Ras 
  
•    Relationship Management 
o    Nodal point of contact for the channel partner for Business relationship management & Ongoing business support engagement with central teams and vertical teams
o    Build and implement rhythms of governance with Central office stake holders across segments 

o    Create ongoing dashboards and intelligence to highlight business performance and areas of improvement across key business vectors
o    Prepare periodic presentations on business progress with insights on opportunities of improvement
o    Building business intelligence through Analytics & environment scan
o    Enabling sustained initiatives and short term tactical interventions for business augmentation
o    Resolve Business Partner queries within the stipulated time

•    Channel Enablement & Strategic Initiatives
o    Preparation of Review and Field presentations
o    Manage KRA for Business Partner
o    Drive and implement new initiatives by working closely with the Circle Head

Measures of Success:

o    Minimum 90% adherence of circle teams to SMP benchmarks
o    Achievement of targeted sales growth and OA Share from managed circle
o    Achievement of RAs Meeting Plan objective
o    RA Attrition Target betterment
o    Meeting of key priority objectives from assigned circle – Protection / Riders / Annuity
o    Consistency, Accuracy & TAT adherence as per the activity 
o    Work as per Projects and initiative timelines 
o    Process improvements 
o    Quality of Reports conceptualized under Performance framework
o    Seamless change management 

Job Specifications:
o    Management post graduate from Tier 1 B Schools with 3-4 years of experience 
o    Incumbent should be currently working in strategy development or Sales Execution role (Desirable) 
o    Experience of translating strategy into delivery through plans, programs, people and culture
o    Highly analytical and comfortable working with complex data sets
o    Detailed understanding of financial forecast & modelling built around multiple assumptions/variables
o    Play a ‘challenger’ role and maintain independence while supporting channel strategies at the same time
o    Ability to communicate effectively, connect and inspire colleagues at all levels of the organization
o    Sharp prioritization and delegation while working with multiple priorities
o    Managing ambiguity and change

Key Responsibilities/ Key Deliverables:

•    Execution Excellence
o    Responsible for ensuring adherence to the defined sales choreography across hierarchy
o    Conduct joint reviews along with field sales leadership on adherence to mSMART benchmarks across roles
o    Build and implement rhythms of governance with central office stake holders across segments
o    Undertake sessions across RA and CM Teams in the circle to create awareness and drive adoption
o    Execution of all central strategic initiatives jointly in association with field leadership
o    Custodian for driving channel objective across key priority areas – Protection / Riders / Annuity etall
o    Change Management across new processes / management objectives

•    Employee Success
o    Ensuring learning interventions are being executed across RAs / CMs
o    Collaborate with Training Team to ensure RA M1-M6 learing journey is executed for new Ras
o    Enable facilitation of CATALYST programs for supervisors
o    Drive conduct of incentive planning activity through SAMPAN CALCULATOR by supervisiors across Ras 
  
•    Relationship Management 
o    Nodal point of contact for the channel partner for Business relationship management & Ongoing business support engagement with central teams and vertical teams
o    Build and implement rhythms of governance with Central office stake holders across segments 

o    Create ongoing dashboards and intelligence to highlight business performance and areas of improvement across key business vectors
o    Prepare periodic presentations on business progress with insights on opportunities of improvement
o    Building business intelligence through Analytics & environment scan
o    Enabling sustained initiatives and short term tactical interventions for business augmentation
o    Resolve Business Partner queries within the stipulated time

•    Channel Enablement & Strategic Initiatives
o    Preparation of Review and Field presentations
o    Manage KRA for Business Partner
o    Drive and implement new initiatives by working closely with the Circle Head

Measures of Success:

o    Minimum 90% adherence of circle teams to SMP benchmarks
o    Achievement of targeted sales growth and OA Share from managed circle
o    Achievement of RAs Meeting Plan objective
o    RA Attrition Target betterment
o    Meeting of key priority objectives from assigned circle – Protection / Riders / Annuity
o    Consistency, Accuracy & TAT adherence as per the activity 
o    Work as per Projects and initiative timelines 
o    Process improvements 
o    Quality of Reports conceptualized under Performance framework
o    Seamless change management