Area Head - Gold Loan - Kolkata

Birla Carbon; Kolkata District; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

Birla Carbon in Kolkata is seeking an Area Head for Gold Loans responsible for executing strategies to achieve growth and profitability across the region. This role includes managing teams and ensuring compliance with all regulations.

The ideal candidate will have a proven track record in financial analysis and risk management, along with strong relationship-building skills. This position is crucial to enhancing operational governance and driving the performance of branches.

Qualifications

• Proven experience in managing teams and driving business growth.
• Strong understanding of regulatory compliance and risk management.
• Ability to build and maintain relationships with stakeholders.

Responsibilities

• Drive strategy execution for Gold Loans across the assigned area.
• Manage a team of branch heads and distributed branch teams.
• Ensure compliance with regulatory requirements and monitor portfolio quality.

Skills

Relationship building

Compliance adherence

Team leadership

Financial analysis

Risk management

Education

Bachelor's degree or equivalent

Job description

Job Purpose

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.

Dimensions

New Relationship

Gold loans is a new business, and the incumbent is required to build new relationships with all stakeholders of enabling functions, and all regional stakeholders.

Managing Existing Relationship

The position holder will be managing a team – multiple branch heads and overseeing distributed branch teams across the area.

Structuring new Transactions

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

Compliance of regulatory guidelines

The incumbent will be responsible for compliance with all regulatory requirements and for monitoring portfolio and market updates.

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 is one of the top private diversified NBFCs in India. As of 31-Sep’25, ABCL has a pan-India presence with a lending book of approx. Rs. 139,500 Crores.

ABCL offers end-to-end lending solutions to a diverse set of customers - Retail, HNI, MSMEs, and Mid & Large Corporates through secured as well as unsecured loan products. The diverse range of lending products includes Retail Small Ticket Secured and Unsecured Loans, Unsecured Personal Loans, Unsecured Business Loans, Health & Education Loans, Digital B2B2C and B2B2B Small Ticket Loans, Small Business Secured Loans, Loans Against Property (LAP), Lease Rental Discounting (LRD), Construction Finance (to Real Estate Developers), SME Loans, Capital Markets Loans (Loan Against Shares), Supply Chain Finance, Mid and Large Corporate Loans, and Infrastructure Finance loans. ABCL also has a Wealth Management division.

ABCL is rated “AAA” by India Ratings, ICRA and CARE (reaffirmed in 2020). ABCL secured the ABG Business Excellence Award in 2017 (Silver), and 2015 (Bronze), and multiple other Awards on forums like CII.

Business Context

Translate regional gold loan strategy into area execution plan while balancing rapid growth with strict risk discipline. This position executes business initiatives, oversees profit and loss statements, ensures adherence to risk management and regulatory compliance, and leads teams to meet established targets.

• Driving rapid AUM growth while maintaining strict LTV norms, low NPAs and strong collateral cover amid gold price volatility.
• Ensuring zero deviation compliance with RBO guidelines across a large, distributed branch network without slowing business momentum.
• Preventing fraud, jewelry substitution, internal collusion and security breaches while scaling operations.
• Improving performance of underproductive branches and optimizing fixed costs in a high volume, low ticker business.
• Protecting branch reputation by delivering transparent, fast and respectful customer experiences for a highly emotional asset.

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 – required to maintain superior asset quality and collateral safety

• GNPA / NNPA (%)
• SMA (0-30 / 31-90 days) levels
• Gold Loan LTV (%) adherence
• Fraud Incidence (No / Value)

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 Effective & Customer Acquisition – drive frontline productivity and customer reach

• Disbursement per sales officers / 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 be reported to Regional Head - Gold Loan (area head):

• Branch Manager – Gold Loan
• In absence of Branch Manager – Manager Gold Valuation, Gold Loan officer, Customer Service executive

Relationships

Internal

• Weekly/fortnightly – website updating, joint initiatives in online platform, staff IT training & back-office support
• Marketing team – weekly/fortnightly – discussion on promotional & lead generation campaigns, web-based campaigns
• Risk Policy, Audit, Compliance & HR – weekly – need-based discussions on product, business, team requirements

External

• Customers – needs-based – feedback on products, complaints/escalations management, marketing new product recommendations, discussing funding trends, providing market analytics