Group Entity: Canara HSBC Life Insurance Role Title : Sr. Manager - Sales Planning &amp; Operation Role Purpose : Sales Planning &amp; Operation consists of a set of management and analytic processes, supported by technology, that enable businesses to define strategic goals and then measure and manage performance against those goals. Core business performance management processes include business modeling, defining KPI/KRA, consolidation and reporting, analysis, and monitoring of key performance indicators linked to strategy. This also includes responsibility of designing/modeling and simulating various R&amp;R schemes like Variable Pay, Career Progression Policy etc. for CHOICe Sales team. Principal Accountabilities : Key activities and decision-making areas : Impact on the Business / Function : - Business Performance Management Sales Force Management : I. Target Setting : - Analyze business potential basis distribution, customer base &amp; past performance - Analyze resource availability and requirement for achieving defined target - Define input parameters/targets aligned to business objective (KRA) II. Define &amp; monitor performance benchmarks for KPI/ KRA and ensure same is aligned to defined objective III. Defining Franchisee/ Span Basis Role IV. Sales Performance Management - Define quantifiable performance levels for evaluation - Define actionable basis performance score - Reward for Performers and Development Action Plan for employees performing lower than expected level - Engage stakeholders basis performance levels Line Manager/Skip Level /NSM/HR V. Input to Reward &amp; Recognition Programs to be aligned to SFM approach VI. Identify gaps in performance levels and ensure standardized Development/Training plans are in place for addressing these gaps VII. Responsible for monitoring and controlling OPEX Activity Management : I. Quantify KPI/KRA into Actionable/Activities for Sales Team II. Ensure monthly Activity Plan and Business Projections are aligned to defined KPI/KRA III. Drive activities on the ground through a coordinated effort with Zonal Managers &amp; NSM's IV. Ensuring correct business information to stakeholders during quarterly Regional &amp; Zonal reviews 2. Sales Force Analytics : - Analyze activities implemented and impact on business volumes - Identify high impact activities and replicate in other geographies - Analyze lead pipeline Po,P1 and conversions for projecting business - Analyze conversion rates and product take up rates basis geography/customer segment 3. Sales Monitoring &amp; Review - Undertake the ownership for effectively implementing the Sales Monitoring System in coordination with Sales Strategy and Sales Training teams. - Ongoing coordination with the Sales Strategy team to gather understanding the Sales Behavior and suggest on the corrective actions to improve upon the Sales Performance. - Ensure that all the Sales Monitoring findings and action items are presented to the Channel partners and suggest the mechanism to improve upon the performance. - Liaise with HR and Sales Strategy to analyze pattern on the attrition &amp; reasons to plug the gap and ensure high retention and increase in productivity - Define the Templates for RSM/ASM/ZSM review. - Take the ownership for all the reviews called by Director- Sales &amp; Coordinate for presentations for Reviews. - Track and Implement actionable from the reviews and coordinate for Closure. - Take Ownership for Cross Functional Meetings and track the actionable for closure. - Take ownership for the Login Reviews and Soft Close and Ensure that review packs are circulated well in advance Typical Targets and Measures : 1. Defining Zone Region &amp; ISM targets basis Target Setting &amp; COA Model 2. Quantifying KPI and analyzing and reporting performance 3. Ensuring SO/SM's have defined franchisee span basis level. 4. Reviewing of incentive scheme and publishing 5. Ensuring R&amp;R schemes are aligned to defined KRA 6. Reviewing payout/other budgets on timely basis Customers / Stakeholders : - Obtain buy in of Sales team on approach for target setting &amp; KPI/KRA parameters. Ensure recommendations derived from analysis are implemented by Sales team in letter &amp; spirit - Cross Functions (HR,Training, BPNA, Products &amp; Marketing) - Share insights on customer &amp; sales behavior basis analysis - Ensure feedback is taken from all stakeholders and is analyzed and policies are amended accordingly. - Share analysis with Cross functional teams Leadership &amp; Teamwork : - Ensure SFM is implemented in letter &amp; spirit and has buying from cross functions - Implement SFM for Sales team &amp; other department and ensure smooth functioning of process Operational Effectiveness &amp; Control : - Analytics are provided to Leadership Team for effective business review - Sales is updated on their KPI/KRA and are provided timely update on performance Major Challenges : - Aligning &amp; Quantifying KPI basis organizational objectives - Aligning R&amp;R schemes and Sales Policies with SFM - Analyzing performance of varied geographies and channels and identifying best practices Role Context : - This role involves strategic thinking and ensuring behavior of Sales is influenced positively and is aligned to organizational objectives. Management &amp; Leadership of Regulatory, Compliance &amp; Operational Risk (Operational Risk / FIM requirements) : - Report any operational risk or operational risk loss to the line manager immediately (who is required to timely report to Operational Risk Coordinator) if the jobholder becomes aware of emerging or inadequately controlled operational risk or identify an operational risk loss in accordance with section B.1.2 of the Group Operations FIM. Observation of Internal Controls (Compliance Policy / FIM requirements) : - Maintain and observe company's internal control standards, implement and observe Group Compliance Policy, including the timely implementation of recommendations made by internal/external auditors and external regulators. Foster a compliance culture and implement Group Compliance Policy by managing compliance risk in liaison with the Head of Group Compliance, Regional Compliance Officer, Area Compliance Officer or Local Compliance Officer, ensuring adequate compliance resources are in place and training is provided, and optimising relations with regulators

Gurgaon/Gurugram

Canara HSBC OBC Life Insurance - Senior Manager - Sales Planning & Operation 

Canara HSBC OBC Life Insurance - Senior Manager - Sales Planning & Operation  ,Job Description for Canara HSBC OBC Life Insurance - Senior Manager - Sales Planning & Operation  in Canara HSBC OBC Life Insurance in  Gurgaon/Gurugram for (5-10) years of experience. Apply Now!

Job Description for Canara HSBC OBC Life Insurance - Senior Manager - Sales Planning & Operation  in Canara HSBC OBC Life Insurance in  Gurgaon/Gurugram for (5-10) years of experience. Apply Now!