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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 

 

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