Area Head Gold Loan

Birla Carbon; Mysuru; On-site; INR 4,500,000 - 7,500,000; Full time

Job summary

Aditya Birla Capital Limited in India seeks an Area Head – Gold Loans to translate regional strategy into area execution, drive AUM growth, manage risk and lead multiple branch heads.

You will ensure RBI compliance, oversee P&L, cost discipline, and build a high-performing team across a distributed network, delivering transparent customer experiences in a high-volume, low-ticket business.

Responsibilities

• Translate regional gold loan strategy into area execution while balancing rapid growth with risk discipline.
• Oversee P&L, risk management, regulatory compliance, and lead teams to targets.
• Drive rapid AUM growth while maintaining LTV norms, low NPAs and strong collateral cover amid gold price volatility.
• Ensure zero deviation compliance with RBI guidelines across a large distributed branch network.
• Protect branch reputation by delivering transparent, fast and respectful customer experiences for a highly emotional asset.

Job description

Job Title

Area Head – Gold Loan

Overview

Area Head – Gold Loans is responsible for driving strategy execution, growth, profitability, portfolio quality and operational governance across the assigned area. The role ensures achievement of AUM, disbursement, P&L, branch expansion and compliance targets through leadership of teams.

Job Context & Major Challenges

Organization Context

Aditya Birla Capital Limited ("NBFC") is registered with RBI as a Systematically Important Non-Deposit accepting Non-Banking Finance Company (NBFC). ABCL has a pan-India presence with a lending book of about Rs. 139,500 Crores.

ABCL offers end-to-end lending solutions across Retail, HNI, MSMEs, and mid-to-large corporates with secured and unsecured loan products. It includes a diverse range of lending products and also has a Wealth Management division.

Business Context

Translate regional gold loan strategy into area execution while balancing rapid growth with risk discipline. This role focuses on executing business initiatives, overseeing P&L, risk management, regulatory compliance, and leading teams to targets.

• Drive rapid AUM growth while maintaining LTV norms, low NPAs and strong collateral cover amid gold price volatility.
• Ensure zero deviation compliance with RBI guidelines across a large, distributed branch network.
• Prevent fraud, jewelry substitution, internal collusion and security breaches while scaling operations.
• Improve performance of underperforming branches and optimize fixed costs in a high-volume, low-ticket business.
• Protect branch reputation by delivering transparent, fast and respectful customer experiences for a highly emotional asset.

Dimensions

New Relationship (Max 254 Characters)

Gold loans is a new business; incumbent must build relationships with enabling functions and regional stakeholders.

Managing Existing Relationship (Max 254 Characters)

The role will manage a team of multiple branch heads and oversee distributed branch teams across the area.

Structuring New Transactions (Max 254 Characters)

The role defines the business plans for the area, manpower structure and productivity benchmarks aligned to national strategy.

Compliance of Regulatory Guidelines (Max 254 Characters)

Responsible for compliance with all regulatory requirements and for monitoring portfolio and market updates.

Key Result Areas

Scale business sustainably

• AUM Growth YoY / QoQ
• Disbursement Value (INR) Vs Plan
• Active Customer Base Growth (%)
• Ticket Size (Avg Loan Amount)
• Growth Mix – New vs Renewal loans

Profitability & P&L Management – deliver profitable growth with cost discipline

• Net Interest Margin (%)
• Yield on Gold Loan Portfolio (%)
• Cost to Income Ratio
• Operating Profit
• ROA / ROE

Portfolio Quality & Risk Management – maintain asset quality and collateral safety

• GNPA / NNPA (%)
• SMA (0-30 / 31-90 days) levels
• Gold Loan LTV (%) adherence
• Auction Loss (%)
• Fraud Incidence (No / Value)
• Recover Rate (%) post delinquency

Branch Productivity – build and optimize a high-performing branch network

• Number of new branches opened vs plan
• Break-even time for new branches
• AUM per branch
• Disbursement per branch / per RM
• Low performing branch reduction (%)

Sales Effectiveness & Customer Acquisition

• Disbursement per sales officer / BM
• Customer Acquisition cost
• Conversion ratio – lead to disbursement
• Repeat customer ratio
• Cross-sell / Upsell Ratio

Compliance, Audit & Regulatory Adherence

• RBI / Internal Audit Observation
• Policy Deviation Cases
• Gold Purity Testing Compliance
• Documentation Accuracy
• Zero Tolerance Breach Incident

People Leadership & Capability Building

• Sales & branch staff attrition
• Critical Role Vacancy TAT
• Successor Readiness for key roles
• Training Coverage
• Productivity Improvement post training

Job Purpose of Direct Reports

Following roles are likely to report to Regional Head - Gold Loan:

• Branch Manager – Gold Loan
• In absence of Branch Manager – Manager Gold Valuation, Gold Loan Officer, Customer Service Executive

Relationships

Internal

• Web site updating, joint initiatives in online platform, staff IT training & back-office support
• Marketing team – discussions on promotional campaigns and campaigns
• Support / Other functions (Risk Policy, Audit, Compliance & HR) – need-based discussions on product and team requirements

External

• Customers – need-based feedback and issue resolution
• Marketing – new product recommendations, funding trends, market analytics
• Product/Finance teams – discussing new product ideas and joint value propositions

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