1. Strategic Sales Planning:

• Develop Annual Business Strategic Plan: Leverage past performance trends, industry benchmarking, and the OA plan at YES Bank and SA to create comprehensive sales strategies focused on achieving growth and increasing counter-share goals. Alignment with AMLI functions on granular sales and VNB plans.
• Identify Untapped Business Opportunities: Explore new business prospects within the counters, and design strategic initiatives to capture incremental counter-share and secure exclusivity within the Banks
• Align and Cascade Plans till Bank Branch level: Ensure the Field Plans are communicated and executed consistently across all levels, from branch to bank seller, in alignment with the Bank’s TPD and LI plans on a monthly basis.
• Prepare Comprehensive Cost Plans: Develop detailed cost projections, including manpower, R&R, travel, and incentive sales, to support business operations.
• Coordinate with Internal Teams: Collaborate with FP&A and HR teams to secure functional alignments and ensure the execution of plans within the allocated budget for the year.

2. Key Account Management

• Lead the engagement with the partners, develop measures and dashboards to measure the effectiveness of the relationship,
• Liaise with other functional and departmental heads (training, finance, HR) and negotiate availability of required resources and commitment to maximize customer service.
• Conduct monthly reviews by channel. Support team in discussing and finalizing remedial action, as required with partner in order to ensure that the relationship has the requisite capability to deliver business strategies and goals

3. System Mapping, Reporting and Review Forums

• Bank SP Certification and SP code set up in AMLI system with mapped sales hiercahy.
• Lead the Sharp Reporting for the sales team and Partner, IRDA Audits with Bank in terms of data reporting.
• Automation of Reporting and Rationalization of ongoing Dashboards
• Develop all planning and review documents to support the Partner and Management forums.
• Conduct proactive data analytics to facilitate informed decision-making in open architecture.

4. Analytics in Open Architecture and Profitability

• Sharp data analytics to identify Top and WinBack pockets and enable Training and Field Teams for apt action plan.
• Enabling special initiatives like Bottom Region improvements, Top Branches, New Vertical Buildup.
• Simulated WPC steer to drive Positive Product Mix in sync. with Open Architecture to secure counter share and lift AMLI new business margins.
• Cost Effective Partner Tactical campaigns and partner collaboration to execute Central and Regional events with Bank.

5. Employee PMS Design and Execution

• Design and implement monthly, quarterly, and annual incentives, CMOB, and R&R schemes for all sales roles.
• Ensure visibility of the Employee PMS to drive sales performance and momentum.
• Ensure timely and accurate fulfillment of PMS benefits and Bank Campaigns, in alignment with approved schemes, in collaboration with HR, Finance, and Procurement.
• Conduct structured reconciliations with Finance and provide a one-stop solution for addressing employee grievances related to PMS.

6. Strategic Initiatives and Digital

• Identify, design and program manage new strategic initiatives
• Prepare a digital road map of the channels in alignment with channels heads
• Submit requirement documents, conduct UATs and launch new digital tools

7. People Management

• Coaching team on prioritizing assignments and Business guidance
• Assess individual training needs and create development plans to enhance expertise in AI tools, Excel, and storytelling for PowerPoint presentations.
• Define clear Key Result Areas (KRAs) for each team member and foster team engagement to maintain high morale.

4.    MAJOR CHALLENGES

(Challenges faced on an on-going basis in carrying out the job)

• Cascading of Plans till Branch level in sync. with Bank LI planning, while enabling Employee to meet performance standards (MPA) to maintain employee sense of achievement.
• Dynamic Open Architecture at Bank Counter demanding frequent interventions on Tactical Campaigns and Incentive Schemes while operating within the budgets
• Timely and Accurate deliverables while addressing Ad-Hoc Bank requirements

5.    DECISIONS

(Key decisions taken by job holder at his/her end)

• Campaigns Spending decisions within Approved Budgets to drive Sales
• Take decision on the Sales Plan cascading and Employee variable designs to balance Employee morale and Business Growth
• Monthly WPC decisions to drive Sales while maintaining costs and securing NBMs

6.    STAKEHOLDERS

(Highlight key relations to be managed by the job holder in performing his/ her role)

Internal:

• FP&A and Finance
• BPMA and Operations
• Procurement
• Products

External:

• Bank TPP teams

7.    DIMENSIONS

(Key numerical data which will reflect the scope and scale of activities concerning this job)

Financial Dimensions (FY)

(These should be quantifiable numerical amounts)

4. • Revenue Responsibility: Indirect
   • Total revenue: 1000 Cr. In FY27
   • Expense budget: INR 240 cr. (Opex+Incnetive+R&R)

Other Dimensions (FY)

(Significant volume dimensions associated with the job)

5. • Total Team Size: 25
   • Number of Direct Reports: 5
   • Number of Outsourced employees: 6
   • No. of active clients: 8 (YBL, SIB, TMB, IPPB, DCB, CSB, Ujjivan, CSFB )
   • No. of geographies: Pan India
   • No. of product variants: NA

8.    JOB SPECIFICATIONS

(Minimum acceptable proficiency for this job which best indicates the education and/or experience requirements of this job and not the incumbent)

Skills & Knowledge

1. Strategic Sales Planning:

• Develop Annual Business Strategic Plan: Leverage past performance trends, industry benchmarking, and the OA plan at YES Bank and SA to create comprehensive sales strategies focused on achieving growth and increasing counter-share goals. Alignment with AMLI functions on granular sales and VNB plans.
• Identify Untapped Business Opportunities: Explore new business prospects within the counters, and design strategic initiatives to capture incremental counter-share and secure exclusivity within the Banks
• Align and Cascade Plans till Bank Branch level: Ensure the Field Plans are communicated and executed consistently across all levels, from branch to bank seller, in alignment with the Bank’s TPD and LI plans on a monthly basis.
• Prepare Comprehensive Cost Plans: Develop detailed cost projections, including manpower, R&R, travel, and incentive sales, to support business operations.
• Coordinate with Internal Teams: Collaborate with FP&A and HR teams to secure functional alignments and ensure the execution of plans within the allocated budget for the year.

2. Key Account Management

• Lead the engagement with the partners, develop measures and dashboards to measure the effectiveness of the relationship,
• Liaise with other functional and departmental heads (training, finance, HR) and negotiate availability of required resources and commitment to maximize customer service.
• Conduct monthly reviews by channel. Support team in discussing and finalizing remedial action, as required with partner in order to ensure that the relationship has the requisite capability to deliver business strategies and goals

3. System Mapping, Reporting and Review Forums

• Bank SP Certification and SP code set up in AMLI system with mapped sales hiercahy.
• Lead the Sharp Reporting for the sales team and Partner, IRDA Audits with Bank in terms of data reporting.
• Automation of Reporting and Rationalization of ongoing Dashboards
• Develop all planning and review documents to support the Partner and Management forums.
• Conduct proactive data analytics to facilitate informed decision-making in open architecture.

4. Analytics in Open Architecture and Profitability

• Sharp data analytics to identify Top and WinBack pockets and enable Training and Field Teams for apt action plan.
• Enabling special initiatives like Bottom Region improvements, Top Branches, New Vertical Buildup.
• Simulated WPC steer to drive Positive Product Mix in sync. with Open Architecture to secure counter share and lift AMLI new business margins.
• Cost Effective Partner Tactical campaigns and partner collaboration to execute Central and Regional events with Bank.

5. Employee PMS Design and Execution

• Design and implement monthly, quarterly, and annual incentives, CMOB, and R&R schemes for all sales roles.
• Ensure visibility of the Employee PMS to drive sales performance and momentum.
• Ensure timely and accurate fulfillment of PMS benefits and Bank Campaigns, in alignment with approved schemes, in collaboration with HR, Finance, and Procurement.
• Conduct structured reconciliations with Finance and provide a one-stop solution for addressing employee grievances related to PMS.

6. Strategic Initiatives and Digital

• Identify, design and program manage new strategic initiatives
• Prepare a digital road map of the channels in alignment with channels heads
• Submit requirement documents, conduct UATs and launch new digital tools

7. People Management

• Coaching team on prioritizing assignments and Business guidance
• Assess individual training needs and create development plans to enhance expertise in AI tools, Excel, and storytelling for PowerPoint presentations.
• Define clear Key Result Areas (KRAs) for each team member and foster team engagement to maintain high morale.

4.    MAJOR CHALLENGES

(Challenges faced on an on-going basis in carrying out the job)

• Cascading of Plans till Branch level in sync. with Bank LI planning, while enabling Employee to meet performance standards (MPA) to maintain employee sense of achievement.
• Dynamic Open Architecture at Bank Counter demanding frequent interventions on Tactical Campaigns and Incentive Schemes while operating within the budgets
• Timely and Accurate deliverables while addressing Ad-Hoc Bank requirements

5.    DECISIONS

(Key decisions taken by job holder at his/her end)

• Campaigns Spending decisions within Approved Budgets to drive Sales
• Take decision on the Sales Plan cascading and Employee variable designs to balance Employee morale and Business Growth
• Monthly WPC decisions to drive Sales while maintaining costs and securing NBMs

6.    STAKEHOLDERS

(Highlight key relations to be managed by the job holder in performing his/ her role)

Internal:

• FP&A and Finance
• BPMA and Operations
• Procurement
• Products

External:

• Bank TPP teams

7.    DIMENSIONS

(Key numerical data which will reflect the scope and scale of activities concerning this job)

Financial Dimensions (FY)

(These should be quantifiable numerical amounts)

4. • Revenue Responsibility: Indirect
   • Total revenue: 1000 Cr. In FY27
   • Expense budget: INR 240 cr. (Opex+Incnetive+R&R)

Other Dimensions (FY)

(Significant volume dimensions associated with the job)

5. • Total Team Size: 25
   • Number of Direct Reports: 5
   • Number of Outsourced employees: 6
   • No. of active clients: 8 (YBL, SIB, TMB, IPPB, DCB, CSB, Ujjivan, CSFB )
   • No. of geographies: Pan India
   • No. of product variants: NA

8.    JOB SPECIFICATIONS

(Minimum acceptable proficiency for this job which best indicates the education and/or experience requirements of this job and not the incumbent)

Skills & Knowledge