Regional Sales Manager - Gold Loan

Tata Capital Finance Ltd; Chennai; On-site; INR 1,800,000 - 3,200,000; Full time

Job summary

Tata Capital Finance Ltd is seeking a Regional Sales Manager for Gold Loan in Chennai to drive regional growth, manage multi-branch sales operations, and build a high-performance team. The role focuses on portfolio expansion, quality, and cross-selling of allied products with a strong emphasis on channel management and risk controls.

The candidate will lead branch managers, implement regional strategies, and collaborate with Product, Credit, Risk, and Marketing to optimize revenue and market

Qualifications

• Graduate with MBA/PGDM in Finance or Marketing preferred.
• Gold appraisal / risk / banking certifications preferred.
• Experience in regional sales leadership and channel management.

Responsibilities

• Own and deliver regional AUM growth, disbursement targets and revenue objectives.
• Drive month-on-month and year-on-year growth in Gold Loan portfolio through sales planning.
• Lead initiatives to increase market share, customer acquisition and branch productivity.
• Identify high-potential markets and lead branch expansion & ramp-up strategy.
• Design and execute regional sales strategy, campaigns and local activations.
• Implement pricing, sourcing and channel strategies to maximize yield and volume.
• Drive cross-sell of allied products to enhance revenue per customer.
• Lead a team of Cluster Managers / Area Managers / Branch Managers and coach for performance.
• Oversee multiple branches/territories, ensuring alignment with objectives and early profitability.
• Monitor portfolio health, work with risk/collections for recovery and fraud prevention.
• Drive data analytics and MIS dashboards for KPI tracking and forecasting.
• Collaborate with Product, Credit, Risk, Ops, Marketing and Central teams.

Education

MBA / PGDM (Finance / Marketing)

Job description

Regional Sales Manager - Gold Loan - Chennai - Moti Towers - (M4-M6)

Role Purpose: To drive regional growth of the Gold Loan business by leading multi-branch sales operations, delivering portfolio expansion, ensuring portfolio quality, and building a high-performance sales ecosystem across the region.

Key Responsibilities

1. Business Growth & Revenue Delivery

• Own and deliver regional AUM growth, disbursement targets, and revenue objectives across assigned geography
• Drive month-on-month and year-on-year growth in Gold Loan portfolio through structured sales planning
• Lead strategic initiatives to increase market share, customer acquisition, and branch productivity
• Identify high-potential markets and lead branch expansion & ramp-up strategy

2. Sales Strategy & Execution

• Design and execute regional sales strategy, including campaigns, local activations, and festival-led sourcing programs
• Implement pricing, sourcing, and channel strategies to maximize yield and volume
• Drive cross-sell of allied products (Insurance, SME loans, etc.) to enhance revenue per customer

3. Team Leadership & Capability Building

• Lead a team of Cluster Managers / Area Managers / Branch Managers across the region
• Drive performance management, productivity enhancement, and incentive structures
• Conduct regular reviews, training, and coaching to enhance selling capability and branch efficiency
• Build a high-performance culture with strong accountability and ownership

4. Branch & Channel Management

• Oversee functioning of multiple branches/territories, ensuring alignment with business objectives
• Drive branch-level execution excellence, covering sourcing, conversion, and customer experience
• Support new branch launches and ensure early profitability and scale-up

5. Portfolio Quality & Risk Management

• Monitor portfolio health parameters (LTV, NPA, delinquency, overdue trends)
• Partner with collections and risk teams to ensure strong recovery mechanisms and fraud prevention
• Ensure adherence to gold appraisal standards, KYC, and audit compliance norms

6. MIS, Analytics & Performance Tracking

• Drive decision-making through data analytics, MIS dashboards, and forecasting models
• Track key KPIs: AUM growth, disbursement productivity, ticket size, yield, cost ratio
• Use insights to refine regional strategy and performance improvement plans

7. Stakeholder & Cross-functional Collaboration

• Collaborate with Product, Credit, Risk, Ops, Marketing, and Collections teams
• Provide market feedback for product design, pricing, and process improvements
• Align with central teams on technology adoption, digital onboarding, and process automation

Educational Qualification

• Graduate (MBA / PGDM preferred – Finance / Marketing)
• Certifications in Gold Appraisal / Risk / Banking preferred