Area Head - Retail Gold Loan

Role overview

The Area Head for Gold Loans is responsible for turning regional strategy into execution across the assigned geography. The role is focused on expanding the business, improving profitability, maintaining portfolio health, and ensuring strong operational control while leading branch teams to meet business and compliance goals.

Business and location context

This position sits within Financial Services under Aditya Birla Capital Limited. The business operates across branches in India, and the role is anchored in Kolkata, West Bengal.

Scope of the role

The incumbent will be expected to build relationships with enabling functions and regional stakeholders, manage multiple branch heads and distributed branch teams, and define area-level business plans, manpower structures, and productivity benchmarks in line with national priorities. The role also carries accountability for regulatory adherence and ongoing portfolio review.

Key challenges

• Balancing strong asset growth with tight lending discipline, low delinquency, and collateral safety in the face of gold price movement.
• Maintaining strict compliance with RBO and regulatory norms across a wide branch network without slowing business execution.
• Reducing fraud risk, jewelry replacement risk, internal collusion, and security lapses while the network scales.
• Improving the performance of weaker branches and keeping fixed costs efficient in a high-volume, low-ticket business.
• Protecting the customer experience with fast, transparent, and respectful service for an emotionally sensitive product.

Key result areas

• Scale the business in a sustainable way through AUM growth, disbursement growth, customer base expansion, market share improvement, healthier mix of new and renewal loans, and better average ticket size.
• Deliver profitable growth by managing margins, portfolio yield, operating costs, operating profit, and return metrics such as ROA and ROE.
• Protect portfolio quality by keeping GNPA, NNPA, SMA levels, auction losses, fraud cases, and post-delinquency recovery performance within target.
• Strengthen the branch network by opening branches as planned, reducing break-even time, improving AUM and disbursement productivity, and lifting the performance of low-output branches.
• Drive frontline sales effectiveness and customer acquisition through better lead conversion, lower acquisition cost, stronger repeat business, and higher cross-sell and upsell ratios.
• Ensure compliance, audit readiness, and regulatory discipline through accurate documentation, adherence to gold purity testing, and zero-tolerance control on policy breaches.
• Build team capability and leadership depth by reducing attrition, filling critical roles faster, increasing training coverage, and improving post-training productivity.

Internal and external relationships

The role requires regular interaction with internal partners such as IT, Marketing, Risk, Policy, Audit, Compliance, HR, and other support teams for platform updates, campaigns, product discussions, staffing, and operational support. Externally, it involves engagement with customers for service and complaint resolution, as well as with channel partners, investment banks, and vendors for market insights, product ideas, negotiations, and training or marketing support.

Organization context

Aditya Birla Capital Limited is an RBI-registered systematically important non-deposit-taking NBFC and one of India's large diversified private NBFCs. The organization has a pan-India lending presence and offers a broad set of secured and unsecured lending solutions across retail, HNI, MSME, mid and large corporate, and infrastructure segments, along with a wealth management business. The company is rated AAA by India Ratings, ICRA, and CARE.

Reporting structure

The area role is expected to have direct reporting lines that may include Branch Managers for Gold Loan and, where required, managers for gold valuation, gold loan officers, and customer service executives.

Additional information

Gold Loans are described as a new business line, so the role requires active relationship-building across internal stakeholders and regional functions. The position also carries responsibility for business planning, branch productivity, risk management, and market monitoring across the area.