Area Head Gold Loan

Role overview

The Area Head for Gold Loans is responsible for translating business strategy into field execution across the assigned geography. This role focuses on accelerating growth, protecting portfolio quality, improving profitability, and maintaining strong operational control while leading branch teams to meet agreed targets for AUM, disbursements, P&L, expansion, and compliance.

Business context

This opportunity sits within Aditya Birla Capital Limited, a financial services business operating across India. The wider organization is a Systematically Important, non-deposit taking NBFC registered with the RBI and has a large pan-India lending presence. The group serves retail, HNI, MSME, mid- and large-corporate customers through a broad lending portfolio that includes secured and unsecured products, along with a wealth management business.

Scope of the role

• Build new stakeholder relationships across enabling functions and regional teams for a relatively new gold-loan business.
• Lead multiple branch heads and oversee distributed branch operations across the area.
• Convert national strategy into an area-level plan, including business targets, manpower structure, and productivity standards.
• Ensure all regulatory and internal policy requirements are followed without exception.
• Track portfolio movement and market trends to guide action plans.

Key challenges

• Balancing aggressive AUM expansion with strict LTV discipline, low NPAs, and healthy collateral coverage in a volatile gold-price environment.
• Maintaining full compliance with RBO guidelines across a wide branch network while preserving business velocity.
• Reducing exposure to fraud, substitution of jewellery, internal collusion, and security lapses as the operation scales.
• Turning around weaker branches and controlling fixed costs in a high-volume, low-ticket business.
• Protecting the brand by delivering fast, transparent, and respectful service in a category where customers may be emotionally attached to the pledged asset.

Performance expectations

• Grow the gold-loan business sustainably through AUM expansion, disbursement growth, customer-base growth, market share improvement, and better mix of new and renewal loans.
• Improve profitability through strong NIM, portfolio yield, cost discipline, operating profit, and branch-level return metrics.
• Safeguard asset quality and collateral by managing GNPA/NNPA, delinquency buckets, LTV adherence, auction losses, fraud incidence, and recovery performance.
• Strengthen branch productivity by opening planned branches, reducing break-even time, raising AUM and disbursement per branch/RM, and improving low-performing locations.
• Enhance sales effectiveness and acquisition by increasing officer productivity, improving conversion, retaining repeat customers, and driving cross-sell/upsell ratios.
• Maintain compliance through accurate documentation, purity-testing discipline, policy adherence, and a zero-tolerance approach to serious breaches.
• Build team capability through lower attrition, timely filling of critical roles, stronger succession readiness, and improved training outcomes.

Direct reports

• Branch Manager – Gold Loan
• In the absence of a Branch Manager: Manager – Gold Valuation, Gold Loan Officer, and Customer Service Executive

Internal and external coordination

The role requires regular interaction with IT for website updates, digital initiatives, and staff training; Marketing for promotional and lead-generation activity; and Risk, Policy, Audit, Compliance, and HR teams for product, business, and staffing support. Externally, the role engages with customers for feedback and escalations, with channel partners and investment banks for market insights and product positioning, and with vendors for product ideas, negotiations, marketing support, and training assistance.

Additional details

Business: Financial Services

Unit: Aditya Birla Capital Limited

Location: Across branches in India

Regional coverage mentioned in the source: Karnataka, India

Job type: Full-time, on-site

Source note: The original brief also asked for fields such as reporting line, date of JD update, and other internal template inputs, but those values were not provided.