Senior Manager - Direct Sales

Purpose of the Job :

- Responsible for leading the L& D initiative for Direct Channel and collaborate extensively with the Learning & Development team to identify training needs, create innovative sales training programs and lead the rollout of execution in the field. Drive Channel engagement through designing effective R & R initiatives including sales incentive plan and driving participation/ qualification. Conceptualize, design and implement specific initiatives to improve efficiency and field effectiveness. The role will achieve success through a blend of strategic visioning & will collaborate extensively with internal /external stakeholders.

Key Responsibilities :

- Identifying role based capability needs, developing training schedules & content in collaboration with L&D, ensuring training participation by field.

- Organize training workshops for managers and senior leaders in the hierarchy to uplift the capabilities and provide upskilling opportunities by working closely with industry leading coaches, trainers and mentors.

- Formulating the sales incentive plan (SIP) as per budgetary allocations in conjunction with vertical heads & with inputs from the field leadership

- Launching, running & driving the SIP /contests to ensure participation & incentive earnings as per targets through use of analytics & field visits to gather field feedback

- Designing innovative sales contests to drive business objectives, participation through continuous reviews & communication

Land and Expand : Build process and funnel for top down reach out, on boarding, activation and expansion

Product Mix : Evangelize the desired profitable mix, share updates and drive course corrections if needed

Stakeholder Management : Collaborate with external & internal stakeholders to define necessary processes & put in place systems that would serve as enablers

- Implement measures to control attrition and build productivity.

Lead Allocation Strategy : Be the custodian of data and strategize the lead allocation process end to end while establishing the lead requirements. Effective use of propensity models, premium segments, age and other critical parameters to get the optimum output through effective lead allocation plan.

- Define key roles & responsibilities, deliverables, milestones, schedules, baseline measures, success factors and competitive benchmarks. Extensive use of analytical tools to build efficiencies

Manning : Work very closely with HR and ensure optimum manning across verticals through regular governance and reviews along with zonal teams

- Define sharp success metrics to measure progress & drive continuous evolution through new initiatives

- Forecasting & budgeting for the Channel across verticals to ensure cost & operational synergies between existing & new distribution models

Qualification & Skillsets Expertise :

- MBA from a premier institute - Tier 1

- Business planning & strategic bent of mind

- Distribution planning & forecasting experience

- Demonstrates leadership presence and maturity

- High level of proficiency with Microsoft Office - Word, Excel, Powerpoint

- Strong analytical skills, ability to use data and metrics to back up assumptions, recommendations and drive actions.

- Excellent written and verbal communication skills

- Strong collaboration skills & the ability to work in a team environment

- Experience in distribution strategy, channel engagement/program management teams will be desirable.

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