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Aditya Birla Capital Limited
Aditya Birla Capital Limited (“ABCL”) is a listed systemically important non-deposit taking Non-Banking Financial Company (NBFC) and the holding company of the financial services businesses. ABCL and its subsidiaries/JVs provides a comprehensive suite of financial solutions across Loans, Investments, Insurance, and Payments to serve the diverse needs of customers across their lifecycles. Powered by over 63,750 employees, the businesses of ABCL have a nationwide reach with over 1,712 branches and more than 200,000 agents/channel partners along with several bank partners.
Nationwide Branches
1,712
No. of Employees
63,750+
Agents/Channel Partners
2,00,000+
Aggregate Assets
INR 5.50 Lakh Cr
Active Customer Base
39 Million
Consolidated Lending Book
INR 1.78 Lakh CrCorporate Governance Policies
- Policy for appointment of Statutory Auditors
- ABCL NRC Policy
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- ABFL Terminated Collection and Recovery Agency List
- Importance of Following Repayment Schedule
- Scheme of Amalgamation
- SEBI Disclosures
- Interest Rates & Service Charges
- Discontinued Service provider list
- Terms & Conditions
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- Archival Policy
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Job Description
TM - DDM - Strategy
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Job Description
Role Purpose
The Manager – DDM Strategy is responsible for driving strategic initiatives within the Direct Marketing (DM) channel to support business growth, improve policy retention, and enhance cross-functional coordination. The role acts as a central point of contact between Sales, Operations, Risk & Analytics, Underwriting, and Technology teams to ensure seamless execution of channel initiatives and achievement of business targets.
Key Responsibilities
S2S Business Management
Act as the Single Point of Contact (SPOC) for the S2S business within the Direct Marketing channel.
Drive S2S business growth and ensure achievement of field S2S targets, which form a key part of the role’s overall performance metrics.
Design and manage Reward & Recognition (R&R) programs to motivate the sales force and improve performance.
Conduct governance calls between Sales and Operations teams to ensure smooth functioning of the S2S process.
Coordinate with cross-functional teams such as Technology, Operations, and Underwriting to remove operational bottlenecks.
Monitor performance and provide data analysis, reporting, and presentations for senior leadership including CEO reviews.
Travel to branches periodically to understand challenges faced by Customer Sales Executives (CSEs) and resolve operational or process issues.
Act as the primary coordination point for approximately 500 CSEs across the channel.
Ensure alignment across all stakeholders to achieve channel and organizational S2S business targets.
Winback Strategy
Collaborate with the Risk & Analytics (RA) team to obtain policy maturity and winback opportunity data.
Allocate winback leads to the field sales teams and track performance.
Drive a minimum 20% winback conversion target for matured policies.
Conduct governance calls with field teams to ensure consistent follow-up and effective lead utilization.
Reallocate leads strategically to higher performing sales personnel to improve conversion rates.
Persistency Management
Work with the Risk & Analytics team to obtain persistency data and insights.
Allocate persistency leads and monitor follow-up actions by the field teams.
Track persistency performance across the channel and ensure it remains above defined channel benchmarks.
Drive field governance and corrective actions where persistency performance drops.
Protection Product Initiatives
Drive sales of Pure Term / Protection products within the Direct Marketing channel through targeted initiatives.
Coordinate weekly review calls with Sales and Underwriting teams to improve issuance rates and resolve underwriting challenges.
Monitor protection product performance and ensure achievement of channel protection targets.
Stakeholder Management
The role requires continuous coordination with multiple stakeholders including:
Direct Marketing Sales Leadership
Operations Team
Risk & Analytics Team
Underwriting Team
Technology Team
Branch Sales Teams and CSEs
Senior Leadership (including CEO-level reviews)
Key Deliverables / KPIs
Achievement of S2S business targets for the Direct Marketing channel
Winback conversion target of 20% on matured policy data
Maintaining persistency levels above channel benchmarks
Achievement of Protection (Term Product) sales targets
Effective execution of cross-functional initiatives and governance frameworks
Timely reporting and strategic presentations for leadership reviews
3 - 5 years
Post Graduate
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