CBS - DIRECT SALES CHANNEL MANAGER

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Position Title: Direct Sales Channel Manager

Job Summary:

The position is responsible for overall management of Direct Sales Agencies in Metro Manila and nearby provinces. The job holder will design innovative and effective sales & productivity program and evaluate performance of each agency.

The officer should continuously monitor the need to affiliate/accredit new agency to cover the target of the unit.

• Manages up to 3-4 accredited Direct Sales agencies having approximately 30-60 agents
• Trains, visits and monitors performance of assigned accredited Direct Sales/Telesales Agencies (DSA/TSA) assigned. Continually searches for suitable direct sales or telesales agencies with the proper financial and operational capabilities and good track record within and outside Metro Manila.
• Regularly liaises with the Agency Managers/owners and reports any significant concerns to Direct Sales Head.
• Works on projects related to the achievement of acquisition targets.

Specific Duties and Responsibilities:

• Ensure quality turn-ins and approvals based on the approved targets through the management of third-party sales agencies:
  • Regular agency updates on new products, promos, and policies.
  • Conducts product (review) briefing every 2 months.
  • Visits each DSA at least twice a week and document meetings through minutes.
• Ensures that the monthly new card sales targets are achieved on a per agency level (particularly the ones assigned to him/her).
• Recommends and implements card sales programs to ensure achievement of sales targets despite the highly competitive cards environment.
• Conducts regular sales and product briefings. Liaises with the third-party sales agency managers all relevant communication, marketing campaigns, credit policies and other related matters
• Develops training modules/materials and trains direct sales agencies on the different features, marketing programs and credit issues relating to our credit card products. Documented roll-out of the required AMLA presentation.
• Conducts periodic surprise site visits and operational audit of these agencies.
• Monitors assigned agencies’ performance against criteria set on the following, but not limited to, indices: number of turn-ins, approval rates, approvals, decline reasons and fraud. These tools are to be used for the jobholder’s management of the agencies.
• Provides timely productivity reports to agencies to include the following: approvals, declines, approval rate, decline reasons and analysis, weekly commission reports and applicable guidelines or policies.
• Recruits new DSAs with minimum capacity of 15-30 agents until the desired number of agencies (based on full year targets) is met.
• Ensures complaints/issues raised by Agency Managers are resolved or given feedback within 2 days turn-around time.
• Ensures that Fraud (Did not Apply) of DSAs assigned to him are kept to a minimum level of not more than 5% of the total processed applications. Reduce sales controllable rejects to less than 5% of the total processed.
• Conducts decline pull-out & analysis every month and provide feedback to DSAs/TSAs to improve the quality of DSA/TSAs’ applications.
• Documents monthly meetings with the agency through minutes.
• Extensively uses the Daily Acquisition Report (DAR) and all other reports provided in managing the DSA’s to grow DSAs towards their target monthly.
• Comes up with at least 2-4 concept papers/memos which will increase production.
• Actively participates in Sales Activities from conceptualization to implementation.
• Provides a post review analysis for each sales activity and special project.
• The task includes, but not limited to, activities in the accreditation and management of new direct sales agencies, agent training and coding, roll-out for process and product updates.
• Ensures DSAs and activities are compliant to the Philippine Law, bank guidelines, and credit policies.
• Submits to the Head of Direct Sales weekly forecasts and plan of actions for agencies assigned to him/her.
• Performs projects or tasks that may be assigned from time to time (e.g. BORC, BCP, Cost Champion, Corp. Correspondents, Line trainer, e-Champ).
• Spearheads special projects in collaboration with other units especially the Channel Enabler Team
• Manages projects (end to end) of special events related to Direct Sales (e.g. Sales Rally; Credit Card Sales Forum, etc.)
• SPOC in terms of collaboration with different departments in coming up new innovation and improvement in current processes

Rank: Junior Officer
Office Location: MCC
Business Unit: CBS - Credit Card Sales Division