Regional Sales Manager - Gold Loan

Tata Capital; New Delhi; On-site; INR 1,800,000 - 2,400,000; Full time

Job summary

Tata Capital is seeking a Regional Head of Gold Loan Sales to drive growth across multiple branches and build a high-performance sales ecosystem in the region.

You will lead regional sales operations, set strategic direction, monitor portfolio quality, and ensure attainment of disbursement and revenue targets. A relevant MBA and gold appraisal/risk certifications are preferred.

Qualifications

• Graduate with MBA/PGDM preferred in Finance/Marketing.
• Certifications in Gold Appraisal / Risk / Banking preferred.

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 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.
• 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.
• Lead a team of Cluster Managers / Area Managers / Branch Managers across the region and build a high-performance culture.
• 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.
• Monitor portfolio health parameters, NPA, delinquency, overdue trends; coordinate with collections and risk teams to ensure strong recovery mechanisms and fraud prevention.
• Ensure adherence to gold appraisal standards, KYC, and audit compliance norms.
• 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.
• Collaborate with Product, Credit, Risk, Ops, Marketing, and Collections teams.

Education

MBA / PGDM preferred - Finance / Marketing

Gold Appraisal / Risk / Banking certifications preferred

Job description

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

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

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

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

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

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

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

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