Job Purpose The purpose of this job is to plan area (city/ branch) sales and business growth with the Zonal Sales Manager (ZSM) and achieve set targets through the team while complying with sales processes and guidelines at all times. It drives cross-selling across ABC products/ solutions as per regional plans and unique client requirements. It works with Risk, Operations and Sales Governance teams to ensure portfolio health. It works to support business profitability by addressing underperformance, adopting process improvements, capitalizing on channel optimization opportunities, etc. It intervenes as required in specific cases/ exceptions and helps address bottlenecks for the achievement of sales targets, hand-holding team members on complex cases. Job Context & Major Challenges Organizational Context: ABC Digital has been incorporated as a wholly owned subsidiary of Aditya Birla Capital in 2023 to engage in distribution of Aditya Birla Capital products and providing services to customers, including web-based services, e-commerce, and payments facilities and allied activities. ABC Digital is developing an omni-channel based D2C platform (website and app) to acquire new customers and serve them seamlessly. In addition, ABC Digital has started a virtual engagement management through inbound and outbound calling. Also, ABC Digital is engaged in cross-selling different ABC products to walk-in branch customers. Job Context Key Aspects: Providing housing finance (to buyers), Loan against Property, Commercial Property Purchase, Lease Rental Discounting and Construction Finance (to builders) solutions, catering to a diverse range of customer segments through its various lending offerings. Additionally, being predominantly retail driven, the business is characterized by high volume of loan transactions and customer relationships. As a result, ABCDLs business performance is strongly impacted by people, process and organizational efficiencies, alongside core business drivers such as product/ solution quality, channel and customer relationship management and risk management. While unit of sizing up the business is its loan book size, profitability and minimized delinquency are also key business objectives. Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to clients For retail customers, identifying and acting on relevant needs for target demographics/ customer segments/ etc., in an efficient manner ensuring process, statutory and regulatory compliance at all times, are key for building business performance and sustainability. For institutional/ builder customers, understanding and addressing complex business requirements via proactive relationship management and customized solution fitment, while ensuring compliance at all times, are important to gain competitive advantage in this segment. The ASM/Sr. ASM is responsible for achieving sales targets as agreed with the ZSM, in terms of targeted book size, profitability, growth & customer service objectives. Key Challenges To create a sales operating plan with the team, considering local factors impacting business, such as competitor presence, existing relationships, new prospect opportunities, etc., aimed at achieving sales targets To grow market share as a new brand against established competition, overcoming competitive pressures to create book of desired size for the branch/ city To constantly upgrade financial & operational know how of self and team members on industry dynamics, effective negotiation and relationship building, and efficient loan processing for maintaining lasting relationships with customers while ensuring portfolio health and profitability To ensure loan conversion/ sanction/ utilization percentages are high and an appropriate sourcing funnel is built to meet targets To ensure credit quality and effective portfolio selection/ pre-screening thereby minimizing potential NPAs To ensure compliant sales operations at all times, despite sales pressures and market cycles Enabling Skill Sets & Qualifications Critical skill sets required to meet these challenges include business and commercial acumen, team management and communication, execution skills, product-market understanding, and operations integration & controlling skills. Education & experience required to fulfil this profile are a postgraduate with minimum 6 - 8 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 3 - 4 yrs experience should be in HFC/Lending sales. Key Result Areas KRA (Accountabilities) (Max 1325 Characters) Supporting Actions (Max 1325 Characters) KRA1 Branch Sales Planning & Management Work with ZSM on devising the branch sales plan and team approach for achieving targets, considering product-environmental factors, competitive forces and local trends, and cascade the same to the branch team(s) Track industry and market developments, scanning the local market and competitive offerings on a periodic basis Oversee end to end branch operations and performance, covering all aspects such as sourcing, effectiveness, governance, productivity, channel management, etc. Report on and direct teams basis emerging trends and opportunities Manage day-to-day branch operations and administration Provide data for, compile and review periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to ZSM as well as to team members KRA2 Operational Effectiveness To drive adoption of efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections) Manage local distribution across channels, interfacing with senior/ critical partners/ stakeholders as required for smooth operations Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Governance) and efficient operations Drive high performance by reinforcing focus on business and sales growth objectives, effective client engagement, monitoring sales operations and productivity metrics, and providing support and guidance as required Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact KRA3 Cross-Selling across ABC products Drive activities and initiatives in the team as per cross-selling strategy agreed with ZSM Drive alignment to the adopted Cross-Selling strategy by supporting team members with requisite communications, training, guidance, etc. as required KRA4 Team and Internal Stakeholder Management Guide and develop team members for enhanced customer acquisition and engagement efforts, helping them achieve superior performance standards and handholding where required Nominate teams for relevant technical and behavioral trainings/ seminars and work on self-development initiatives Proactively liaise with internal stakeholders for smooth cross-functional coordination and alignment towards achievement of business objectives KRA5 Portfolio & Risk Management Work with the Risk, Operations and Sales Governance teams to ensure adherence to risk management and control mechanisms Support risk and review process through the credit approval process and by reviewing the loan sanctioning, disbursement process and documentation to ensure controlled operations Review financial risk via analysis of city/ branch operations MIS and Data Analytics reports Drive compliant Sales Operations and sound risk management via partnership with Risk, Operations and Sales Governance teams, and necessary communication and guidance; drive timely PDD closures and collections KRA6 Portfolio & Risk Management As part of Relationship Maintenance with institutional customers, review reports on client accounts, business performance, etc. and liaise with Risk while guiding team on delinquency cases Train and guide the team for alignment with adopted early alert strategies to reduce NPA risks and losses Ensure systematic MIS on NPAs and credit trends, providing inputs on possible risks that could impact portfolio quality Minimum Experience Level 1 - 3 years Job Qualifications Post Graduate

Key Result Areas Supporting Actions Strategy & Process Design Assist in designing and implementing the end-to-end digital distribution strategy for Digital RPs Seamless digital onboarding journeys Structured engagement frameworks Business tracking and real-time reporting Effective grievance management processes Digital Lead Funnel Management Set up and manage digital lead funnels for lending and other financial solutions Drive end-to-end visibility and ownership across the funnel Collaborate with product, credit, and tech teams to streamline lead lifecycle Tech-Enabled Engagement Build and execute a low-touch, high-scale engagement model using digital tools and automation Design campaigns for partner activation and retention Use digital content, gamification, and nudges to sustain productivity Cross-Functional Collaboration Work with Marketing, Tech, and Training to: Build referral journeys and onboarding workflows Set up tracking dashboards and data capture Coordinate training and campaign rollouts Performance Campaigns & Reporting Plan and drive FB and other digital campaigns for ABG cohorts Generate insights via data-driven reporting Continuously optimize for better conversion and engagement Process Improvement & Scalability Identify gaps and streamline processes for Digital RPs Recommend and implement automation/tech upgrades to improve scale and efficiency Minimum Experience Level 2 - 5 years Job Qualifications Post Graduate

Key Result Areas Supporting Actions Strategy & Process Design Assist in designing and implementing the end-to-end digital distribution strategy for Digital RPs Seamless digital onboarding journeys Structured engagement frameworks Business tracking and real-time reporting Effective grievance management processes Digital Lead Funnel Management Set up and manage digital lead funnels for lending and other financial solutions Drive end-to-end visibility and ownership across the funnel Collaborate with product, credit, and tech teams to streamline lead lifecycle Tech-Enabled Engagement Build and execute a low-touch, high-scale engagement model using digital tools and automation Design campaigns for partner activation and retention Use digital content, gamification, and nudges to sustain productivity Cross-Functional Collaboration Work with Marketing, Tech, and Training to: Build referral journeys and onboarding workflows Set up tracking dashboards and data capture Coordinate training and campaign rollouts Performance Campaigns & Reporting Plan and drive FB and other digital campaigns for ABG cohorts Generate insights via data-driven reporting Continuously optimize for better conversion and engagement Process Improvement & Scalability Identify gaps and streamline processes for Digital RPs Recommend and implement automation/tech upgrades to improve scale and efficiency Minimum Experience Level 2 - 5 years Job Qualifications Post Graduate

Job Purpose The role is responsible for driving cross-selling opportunities, fostering customer satisfaction, and achieving business targets within a branch. By leveraging centrally shared customer data and collaborating with cross-functional teams, the Area Customer Success Manager identifies and capitalizes on opportunities to promote the ABCL products and services, ultimately enhancing customer value and expanding the customer base. Job Context & Major Challenges Organizational Context ABC Digital has been incorporated as a wholly owned subsidiary of Aditya Birla Capital in 2023 to engage in distribution of Aditya Birla Capital products and providing services to customers, including web-based services, e-commerce, and payments facilities and allied activities. ABC Digital is developing an omni-channel based D2C platform (website and app) to acquire new customers and serve them seamlessly. In addition, ABC Digital has started a virtual engagement management through inbound and outbound calling. Also, ABC Digital is engaged in cross-selling different ABC products to walk-in branch customers. ABC Digital is collaborating with all ABCL subsidiaries to deliver a truly personalised and seamless omni-channel experience for both new and existing customers by building capacity and enhancing productivity through investments in talent, technology, marketing, and data and analytics. Key Challenges The biggest challenge is to compete in the new paradigm fintech where new competitors are making large investments from a long-term view, but ABC is making investments basis an annual break-even model. Moreover, our tech approach is traditional which creates a challenge in imagining and delivering innovative and agile tech solutions for new-age user experience. As ABCL does not manufacture any products and is not licensed to sell any products, the core challenge of the job is the dependence on businesses to give simple and relevant products with 3-click digital journeys to purchase these products. The dependence also extends to Call Centre desks to close the sale in cases where customers prefer to talk to an agent. Speedy delivery of communication, instant assistance, or access to online resources for customer queries Adding value to any conversation at a rapid pace is one of the main challenges Getting support from the stakeholders across the business Drive the ways of working in the development processes, improving the quality of solutions, and ensuring we can deliver value as early as possible using a range of methodologies. Key Result Areas KRA (Accountabilities) (Max 1325 Characters) Supporting Actions (Max 1325 Characters) KRA1 Opportunity identification Mine cross sell opportunities from centrally shared customer data Understanding relevant user insights and pitch cross-sell opportunities directly and through customer service executives (CSEs) of units Awareness of available products bouquet and their fit with various customer personas Identifying opportunities to offer combination solutions based on customer needs Working with the product managers to build product-wise cross-sell propositions KRA2 Cross LOB communication Nurturing relationships with CSEs of units to enable meaningful scale for cross sell opportunities and improve customer lifecycle value Work with cross-unit teams to set and achieve targets for cross-sell, new client acquisition & higher products per customer Drawing up the cross-sell blueprint for the zone with cross-unit alignment KRA3 Managing lead generation and closure Ensure robust lead generation by networking across CSEs of various units to drive cross sell opportunities Follow up with sales teams for closure of leads generated KRA4 Query redressal De-bottlenecking any issues, wherever needed KRA5 Achieving new client acquisition & sell targets Ensuring the new client acquisition targets for the branch are achieved Ensuring consistent delivery of cross-sell product/service offerings, driving innovation basis contextual needs of the customer Tracking scale and quality on a day to day basis and identifying opportunities for improvement Minimum Experience Level 1 - 4 years Job Qualifications Post Graduate

As a valuable member of our team, you will play a crucial role in supporting various key result areas. Your responsibilities will include: Supporting the Strategy & Process Design: - Assisting in the design and implementation of the end-to-end digital distribution strategy for Digital RPs. - Ensuring seamless digital onboarding journeys and structured engagement frameworks. - Implementing business tracking and real-time reporting mechanisms. - Managing effective grievance management processes. Managing the Digital Lead Funnel: - Setting up and overseeing digital lead funnels for lending and other financial solutions. - Driving visibility and ownership across the entire funnel. - Collaborating with product, credit, and tech teams to streamline lead lifecycle processes. Implementing Tech-Enabled Engagement: - Building and executing a low-touch, high-scale engagement model using digital tools and automation. - Creating campaigns for partner activation and retention. - Utilizing digital content, gamification, and nudges to enhance productivity. Facilitating Cross-Functional Collaboration: - Working closely with Marketing, Tech, and Training teams to build referral journeys and onboarding workflows. - Setting up tracking dashboards and data capture mechanisms. - Coordinating training and campaign rollouts effectively. Managing Performance Campaigns & Reporting: - Planning and executing FB and other digital campaigns for ABG cohorts. - Generating valuable insights through data-driven reporting. - Constantly optimizing campaigns for better conversion rates and engagement. Driving Process Improvement & Scalability: - Identifying gaps and streamlining processes for Digital RPs. - Recommending and implementing automation/tech upgrades to enhance scale and efficiency. Minimum Experience Level Required: 2 - 5 years Job Qualifications: Post Graduate Join us in this exciting opportunity to contribute to our digital distribution strategy and make a meaningful impact on our organization.,