Team Leader – Sales at Premier Bank

Job Summary:-

A Team Leader Sales is responsible for:

• Business development, evaluating and exploiting the business opportunities for the subsidiaries full potential.
• Using such tools as marketing, sales, information management and customer service to grow and maintain business.
• Expanding the Brokers product reach and profit revenues by identifying new markets and attracting new clients.

Key Responsibilities: –

• Cross-selling to existing clients to take up new policies and getting referrals for other potential clients;
• Cross-selling of Insurance products to customers.
• Doing market activation to sensitize the community and customers about Insurance products.
• Prepare and implement a detailed business plan to attain business/sales objectives and targets.
• Network with the other Sales Teams for teamwork.
• Manage the Direct Sales Representatives under your jurisdiction. Selling Insurance products to clients.
• Prospecting and identifying new leads and pitching to the clients.
• Strategizing & implementing ways to achieve sales targets
• Scope and execute on daily, weekly, and monthly plans to hit the sales goals and associated KPIs
• Analyze sales related data to understand trends, forecast, and make programmatic changes within the team
• Prepare reports to review weekly, monthly and quarterly results with the Principal officer.
• Manage special incentive programs and execute delivery to team.
• Work with the training team to optimize the Sales Training Programs by delivering feedback and critical subject material for training refresher sessions
• Reduce churn by monitoring and predicting customer behavior patterns and understanding what value-added services can be offered to increase customer retention, and what KPIs would better affect results
• Monitor staffing maps and scheduling of the team to ensure optimum efficiency and recommend monthly and quarterly staffing and scheduling plans.  Recruit, interview and hire new candidates.
• Monitor and review the sales team quality scores and ensure proper follow-ups with all agents according to results
• Responsible for monitoring the process of issuing the weekly and monthly DSR score cards to track agent performance and make necessary adjustment to the team based on set criteria of performance
• Conduct weekly one on one meetings with the team members and ensure that sales performance, KPIs, attendance, and adherence stats are reviewed; issue performance acknowledgements including performance improvement plans and corrective actions accordingly
• Any other duties that may be assigned to you from time to time by management.

Key Measurables: –

• Well set sales targets and well defined strategies to achieve the set targets
• Well maintained business pipelines with daily reporting on progress made and closed sales.
• Successful training sessions for customers on bank products and services leading to new business
• Well developed proposals for sales business and followed through to successful implementation.
• Record management and reporting (filing & archiving sales records; analyze customer needs and pipelines on weekly basis; weekly account opening report);
• Well organized and successfully carried out market activations events;
• Communication (internal and external)
• Carrying out assignments in conformity to Bank’s values as well as observing compliance to laid down procedures.
• Exhaustive customer complains handling and escalation in case of need;
• Customer visits pre and post sales
• Training existing branch Direct Sales Representatives on selling and cross-selling as well as supporting them in business generation.
• Customer Service.
• Weekly returns on DSR’s/BDO’S performance
• Compliance to policies and procedures especially KYC.
• Protection of staff and other bank assets.

Qualifications & Experience:

• Hold a Bachelor’s Degree in Business, Administration or related field. Masters degree an added advantage.
• Diploma in Insurance is a MUST
• Have a minimum of four (4) years relevant work experience, 1 of which should be at manager level with proven result-oriented track record.
• Have strong sales and customer service orientation/experience.
• Experience in Business development and Insurance operations.

Competencies & Attributes:

• Personality: A go-getter, enthusiastic, results oriented with excellent communication and social skills. A forward planner with clear focus, mature, reliable, hardworking and able to work without supervision.
• Sound knowledge of Insurance products and services; IRA Prudential Guidelines as per the Insurance Act.
• Management ability: Responsibility and ability to grow support and develop talent within the DSR Teams.
• Computer skills: Must be adept in use of Ms Word, Excel, Access, power-point, Internet and email.
• Honest and with high integrity.

Job skills:

• Understand the Insurance Act, IRA Regulations, general laws relating to Banking; adherence to strict KYC procedures.
• High level of interpersonal communication skills
• Passion for championing & offering excellent customer service.
• Business acumen, Strategic thinker with ability to make sound decisions for the business
• Ability to probe and negotiate with difficult customers, good at managing relationships.
• Strong Sales and negotiation skills
• Have outstanding communication and reporting skills, problem analysis and listening ability.