Area Head - Mumbai

Role overview

This leadership role is focused on running and expanding the business in Mumbai through sustainable growth, strong profitability, disciplined risk control, and effective people management. The position is centered on overseeing branch performance, improving customer acquisition, maintaining compliance, and building a scalable operating model across the region.

Key result areas

The role is measured across multiple business and operational outcomes, including growth, profitability, portfolio quality, branch productivity, sales effectiveness, compliance, and team capability.

Business growth

• Drive steady year-on-year and quarter-on-quarter growth in AUM.
• Improve disbursement value against the planned target in INR.
• Expand the active customer base in percentage terms.
• Strengthen market share across key geographies.
• Increase average ticket size and loan amount.
• Balance business mix between new loans and renewals.

Profitability and P&L management

• Deliver growth with strong cost control and profitability discipline.
• Track and improve net interest margin.
• Optimize yield on the gold loan portfolio.
• Maintain a healthy cost-to-income ratio.
• Improve operating profit performance.
• Support return metrics such as ROA and ROE.
• Increase incremental profit generated per branch.

Portfolio quality and risk management

• Protect asset quality and collateral safety across the portfolio.
• Monitor GNPA and NNPA closely.
• Keep SMA levels within acceptable ranges for 0-30 and 31-90 day buckets.
• Ensure adherence to gold loan LTV limits.
• Reduce auction losses.
• Track fraud incidents by number and value.
• Improve recovery rates after delinquency.

Branch productivity

• Increase the number of new branches opened versus the plan.
• Shorten break-even time for newly launched branches.
• Improve AUM per branch.
• Raise disbursement productivity per branch and per relationship manager.
• Reduce the share of low-performing branches.

Sales effectiveness and customer acquisition

• Improve disbursement productivity per sales officer and branch manager.
• Lower customer acquisition cost.
• Strengthen conversion from leads to disbursement.
• Increase repeat customer share.
• Grow cross-sell and upsell performance.

Compliance, audit, and regulatory adherence

• Minimize RBI and internal audit observations.
• Prevent policy deviation cases.
• Ensure compliance with gold purity testing requirements.
• Maintain documentation accuracy.
• Operate with zero tolerance for breach incidents.

People leadership and capability building

• Manage attrition across sales and branch teams.
• Reduce turnaround time for filling critical roles.
• Build successor readiness for key positions.
• Improve training coverage for the team.
• Measure productivity gains after training interventions.

Additional information

This opportunity is for a full-time, onsite leadership position based in Maharashtra, India.