Area Head - Gold Loans

Role overview

The Area Head for Gold Loans is accountable for executing the regional growth plan, improving profitability, strengthening portfolio quality, and maintaining strong operating discipline across the assigned geography. The position focuses on achieving targets for assets under management, disbursements, P&L, branch expansion, and regulatory compliance by guiding and developing the branch network.

Business and organizational context

This role sits within the Financial Services business under Aditya Birla Capital Limited. The company is a registered NBFC with RBI as a systemically important non-deposit taking non-banking finance company. It has a pan-India presence and offers lending solutions to retail, HNI, MSME, mid and large corporate customers through secured and unsecured products, along with a wealth management division.

Gold loans are positioned as a relatively new line of business, so the role requires building strong working relationships with enabling functions and regional stakeholders while scaling the franchise in a controlled manner.

Core scope and dimensions

The incumbent will lead multiple branch heads and oversee distributed branch teams across the area. The role involves defining business plans, manpower structures, and productivity benchmarks aligned to the national strategy, while ensuring full adherence to regulatory requirements and continuous portfolio monitoring.

Key challenges

• Growing AUM quickly while keeping LTV within limits, NPAs low, and collateral cover strong in the face of gold price movement.
• Maintaining strict compliance with RBO guidelines across a wide branch network without slowing business execution.
• Reducing exposure to fraud, jewelry substitution, internal collusion, and security lapses while operations scale up.
• Improving results in underperforming branches and controlling fixed costs in a high-volume, low-ticket business.
• Protecting the brand by ensuring customer handling remains transparent, quick, and respectful for a highly sensitive asset class.

Key result areas

• Sustain business growth through AUM expansion, disbursement achievement, active customer growth, market share improvement, optimized ticket size, and healthy new-to-renewal mix.
• Deliver profitable growth by managing net interest margin, portfolio yield, cost-to-income ratio, operating profit, ROA/ROE, and incremental profit per branch.
• Maintain strong portfolio quality through GNPA/NNPA control, SMA monitoring, LTV discipline, auction loss reduction, fraud control, and recovery performance.
• Build a productive branch network by opening branches as planned, reducing break-even time, improving AUM and disbursement per branch, and lifting low-performing locations.
• Strengthen sales effectiveness and customer acquisition through better frontline productivity, lower acquisition cost, higher lead-to-disbursement conversion, repeat business, and cross-sell or upsell performance.
• Ensure compliance, audit readiness, and regulatory discipline with minimal observations, no policy deviations, accurate documentation, and adherence to gold purity testing and zero-tolerance requirements.
• Develop people capability by lowering attrition, filling critical roles quickly, improving successor readiness, expanding training coverage, and driving post-training productivity gains.

Reporting structure

Direct reports are expected to include the Branch Manager for Gold Loan. In the absence of a Branch Manager, the reporting line may also cover the Manager Gold Valuation, Gold Loan Officer, and Customer Service Executive.

Important stakeholder interactions

The role works closely with internal teams such as IT, Marketing, and support functions including Risk, Policy, Audit, Compliance, and HR. External interactions include customers for feedback and escalations, channel partners and investment banks for market and product discussions, and vendors for product ideas, negotiations, marketing support, and training support.

Additional information

Business: Financial Services

Unit: Aditya Birla Capital Limited

Location: Across branches in India

Position: Area Head – Gold Loans

Reports to: Not specified in the source

Date of JD update: Not specified in the source

Number of openings: Not specified in the source

Experience: Not specified in the source

Eligibility: Open to candidates with relevant leadership experience in gold loans, branch operations, portfolio management, compliance, and team management.

Education: Not specified in the source

Perks / benefits: Not specified in the source

Working conditions: On-site role with responsibility spread across multiple branches in India.

Additional note: The job description mentions several placeholders and instruction prompts for business, unit, location, purpose, dimensions, job context, key challenges, KRAs, direct reports, and relationships; the substantive role content has been retained and reorganized here.