Tata AIA Life Insurance - National Head - Direct Distribution Training

Department : Distribution

Level/ Band : 601 AVP/Sr Mgr 501

Role Summary :

- To do TNA and develop Training Strategy for the Channel

- Conduct training as per Roadmap for min 18 days a month across levels in the channel

- To develop the training team of 4 ZTMs on their Key result areas

- Train and Develop Sales Mangers and Area Sales Mangers as On job trainers and classroom trainers and certifies of sales skills

- To plan training calendar and ensure training coverage as per planned calendar & training needs & agreed roadmap

- To ensure that right selling behavior, sales ethics and right sales practices are embedded through the training imparted in line with company standards and regulations.

- To closely work with the National head sales team to ensure development of the - Incubation Team

Reports To : Head Direct Distribution Training

Supervises : 4 ZTM

Geographic Area Covered : All India

Stakeholders : Internal : DD Sales Team ; Training Planning & Co-ordination Team ; PA Quality & Content team

External : NA

Key Result Areas :

Conduct Training Sessions :

- Develop the monthly calendar as per road map and train as per the roadmap

- Plan self travel in a cost effective manner to help the develop the team

- TTT for team

- Train/Coach Sales Managers on identifying the training need areas of the WPOs and partner with them to develop the requisite training plan

- Develop the ASMs as Trainers and Master Certifies by giving inputs and hand holding them

- Observe % WPO/ SM in the field

Provide operational support :

- Act as a Single Point of Contact for all training related issues All India

- Organize and supervise the completion of the roadmap of each WPO, Sm, ASM

- Give relevant data to the Sales team to facilitate development

Analytics/ Comparisons/MIS & Reporting :

- Ability to analyze competition products and provide compelling reasons basis these analysis on advantages & strengths of TALIC products vis-a-vis market

- Ability to understand FUND performance reports of TALIC funds and compare with other ULIP funds as per similar asset class and provide compelling reasons on strengths of TALIC funds in various asset classes basis chosen benchmark with that of other funds of similar class.

- Ability to understand and explain various investment assets class and opportunities and position where life insurance as an investment asset class stands out & fits in.

- Design and circulate training related MIS/ Training Calendar/ Training Coverage etc. to various stakeholder as required

- Analyze data cuts on Performance of pre & post training & take corrective action, plan training and coaching basis the same.

Team development :

- Ensure team development and engagement to achieve 90% retention's of R1, R2 potentials

- Coach team achieve goal sheet

- Create a harmonious and healthy team environment

- Contribute to across channel training need

Skills Required :

Technical :

- Life Insurance subject matter expertise

- Analytical skills to compare life insurance products

- Good understanding of financial products, equity market, portfolio diversification, financial planning knowledge & skills

- Team Management skills

- Train the Trainer Skills

- Coaching Mentoring skills

- Performance Management skills

- Finance / Insurance industry awareness

- Self management

- Problem solving skills

- Peer level co-ordination and influencing skills

- Good Knowledge of MS Office; Power-point & Word

Incumbent Characteristics :

Qualification

Essential : Graduation with MBA

Desired : LIII/Loma/CFP qualification

Experience :

Essential :

- At least 5 years of sales experience

- Life Insurance 5 Sales Training experience essential

- Should have experience of of conducting Train the Trainers in a structured way

- Exposure to behavioral training as trainer or participant

Desired :

Content development exposure