Area Head - Gold Loan - Kolkata

Role overview

The Area Head for Gold Loans is accountable for converting regional strategy into area-level execution and for delivering business growth, profitability, portfolio health, and operating discipline across the assigned geography. The role is expected to achieve targets for AUM, disbursement, P&L, branch expansion, and compliance by leading multiple branch teams effectively.

Business context

This position sits within the Financial Services business unit of Aditya Birla Capital Limited. The organization is a systemically important, non-deposit-taking NBFC registered with the RBI and has a pan-India lending presence. The broader lending portfolio spans retail, HNI, MSME, mid-market and large corporate segments, and includes multiple secured and unsecured lending products, along with a wealth management business. The company is rated AAA by India Ratings, ICRA and CARE.

Role scope

The role is centered on a new gold loan business, where the incumbent must build strong working relationships with enabling functions and regional stakeholders, manage several branch heads and distributed teams, and define area plans covering business, manpower, and productivity benchmarks aligned to national goals. In addition, the position requires strict adherence to regulatory requirements, active portfolio monitoring, and continuous tracking of market changes.

Key challenges

• Expand AUM quickly while staying within LTV limits, controlling NPAs, and maintaining strong collateral cover despite gold price fluctuations.
• Ensure complete compliance with RBO guidelines across a widespread branch network without slowing business execution.
• Guard against fraud, jewelry substitution, internal collusion, and security lapses while the business scales.
• Lift the performance of weak branches and manage fixed costs efficiently in a high-volume, low-ticket business.
• Deliver a fast, transparent, and respectful customer experience to protect the reputation of the branch network.

Key result areas

• Grow the business sustainably by improving AUM, disbursement value, active customer base, market share in key locations, average ticket size, and the balance of new versus renewal loans.
• Improve profitability through stronger net interest margin, better portfolio yield, controlled cost-to-income ratio, improved operating profit, and healthier ROA/ROE.
• Maintain strong portfolio quality and risk controls through low GNPA/NNPA, controlled SMA levels, LTV adherence, lower auction losses, minimal fraud, and better recovery after delinquency.
• Build a productive branch network by opening branches as planned, reducing breakeven time, increasing AUM and disbursement per branch/RM, and turning around weak branches.
• Drive sales effectiveness and acquisition by improving disbursement productivity, lowering acquisition cost, strengthening conversion, repeat business, and cross-sell/upsell performance.
• Ensure compliance and audit readiness by minimizing RBI/internal audit findings, policy exceptions, gold purity testing lapses, documentation errors, and zero-tolerance breaches.
• Strengthen people capability through lower attrition, faster filling of critical roles, better successor readiness, broader training coverage, and post-training productivity gains.

Reporting lines

The likely direct reports include Branch Managers for Gold Loan. In the absence of a Branch Manager, the reporting structure may include the Manager - Gold Valuation, Gold Loan Officer, and Customer Service Executive.

Key relationships

Internal interactions are expected with IT, Marketing, and support functions such as Risk Policy, Audit, Compliance, and HR. External engagement will include customers, channel partners, investment banks, and vendors for feedback, complaint resolution, campaign planning, product inputs, market insights, and partnership discussions.

Additional information

Business: Financial Services

Unit: Aditya Birla Capital Limited

Location: Across branches in India

Reports to position: Not specified in the source

Date of JD updation: Not specified in the source