Territory Head - Banca

What are we looking for?

The Territory Head (TH) is a Second Level Leadership (SLL) position at HDFC Life. The person in this role is expected to achieve organizational goals for their assigned territory in terms of revenue and cost, develop team members (Corporate Sales Managers/Senior Corporate Sales Managers, who are First Level Leaders—FLLs), and maintain an engaging relationship with the channel partners in their mapped geography.

What does the job entail?

Maintaining consistent and professional engagement levels with channel partner leadership teams (including Branch Heads, Cluster Heads, Circle Heads, and TPP teams) to minimize escalations, ensure timely service resolution, and achieve business objectives.

Being accountable for driving Business Sales KPIs related to top-line revenue, market share, product mix, upsells, SLG (Sales Lead Generation), 13th-month persistency, and attrition control. This means the TH is also responsible for driving overall persistency, threshold-level market share, and a profitable product mix (Term share) for the mapped territory.

Planning and completing monthly/quarterly business travel to engage the team and drive business objectives.

Developing the skills of Corporate Sales Managers/Senior Corporate Sales Managers (First Level Leaders - FLLs) to ensure they manage their direct reports (Front Line Sales - FLS) with the right engagements, leading to low attrition and high productivity in the territory.

Building the team through referrals and ensuring 100% headcount for the month.

Ensuring that FLLs perform timely and appropriate engagements with FLS team members who are within their first six months, leading to on-time probation success (including conducting timely on-the-job training support by FLLs).

Efficiently managing multitasking activities related to the Sales Management Process, ensuring a "First Time Right" approach from login to conversion, executing organizational initiatives and contests, and maintaining personal and business hygiene in the territory.

Maintaining a collaborative approach with internal and external stakeholders to seamlessly fulfill business objectives.

Work Experience

7–12 years of retail/distribution sales experience, with a minimum of 5 years of team management experience.

Experience in channel partner sales management within the insurance/BFSI sector is an added advantage.

Essential Qualification

Minimum Graduate, Post Graduate Preferred

Preferred Skills

Strong sales acumen: Proven ability in sales planning, competitive team management, and channel partner relations.

Data-driven approach: Proficient in interpreting business MIS, preparing dashboards, and using data to review performance with both internal teams and channel partners.

Influential communicator: Excellent communication and stakeholder management skills to effectively influence both internal and external partners.