Regional Head - Gold Loan, Dehradun

Overview

The Regional Head for Gold Loan is tasked with steering strategic implementation, driving growth, ensuring profitability, maintaining portfolio quality, and overseeing governance functions across the designated region. This leadership role requires meeting targets related to asset under management (AUM), disbursement, profit and loss, branch expansion, and regulatory compliance by managing diverse teams.

Scope and Key Duties

• Establish new relationships with all internal stakeholders and regional partners to strengthen the gold loan business, which is a freshly launched segment.
• Lead a large, distributed team consisting of multiple area heads and numerous branch teams throughout the region.
• Devise regional business plans, manpower strategies, and productivity benchmarks, ensuring alignment with the national strategic roadmap.
• Ensure full compliance with regulatory guidelines applicable to the business.
• Oversee continuous portfolio surveillance and stay updated on market trends relevant to gold loans.

Organizational and Business Context

Aditya Birla Capital Ltd (ABCL) is a Systematically Important Non-Deposit accepting Non-Banking Finance Company (NBFC) registered with RBI, known as one of India's leading diversified NBFCs. As of September 2025, the company boasts a pan-India footprint with a lending portfolio nearing ₹139,500 Crores. ABCL offers a comprehensive spectrum of loan products, including retail and corporate loans secured by various means, and is backed by AAA credit ratings from major Indian rating agencies. The company has earned multiple accolades for business excellence.

This role involves converting circle-level gold loan strategies into actionable regional plans, balancing rapid expansion with strict risk management. Responsibilities include managing profit and loss, adhering to regulatory and risk protocols, and championing cross-functional leadership to accomplish business objectives.

Challenges

• Achieving strong AUM growth while enforcing strict Loan-to-Value norms and maintaining low Non-Performing Assets amid fluctuating gold prices.
• Maintaining zero compliance breaches with RBI Branch Office guidelines over an extensive branch network without compromising business momentum.
• Mitigating risks of fraud, jewelry substitution, internal collusion, and security vulnerabilities during scale-up.
• Enhancing performance of underperforming branches and optimizing fixed costs in a high-volume, low-margin business model.
• Safeguarding branch reputation by delivering transparent, prompt, and respectful customer service, recognizing the emotional value attached to the asset.

Key Result Areas and Metrics

• Business Scaling: Year-over-year and quarter-over-quarter AUM growth, disbursement achievements versus targets, active customer growth rates, market share in important regions, average ticket size, and mix balance between new and renewal loans.
• Profitability Management: Metrics such as net interest margin, yield on gold loan portfolio, cost-to-income ratio, operating profit, return on assets/equity, and incremental profit per branch.
• Portfolio Quality and Risk: Gross and net non-performing assets percentages, overdue SMA levels, adherence to gold loan LTV limits, auction losses, fraud incidences, and recovery rates post delinquency.
• Branch Productivity: Number of new branch openings compared to plans, break-even timelines for new branches, AUM and disbursement metrics per branch and relationship manager, and reduction in poorly performing branches.
• Sales Effectiveness and Customer Growth: Disbursements per sales officer/branch manager, customer acquisition costs, lead-to-disbursement conversion rates, repeat customer percentages, and cross-sell/upsell ratios.
• Compliance and Audits: Observations from RBI and internal audits, policy compliance breaches, gold purity testing adherence, documentation accuracy, and zero tolerance toward incidents.
• People Leadership: Staff attrition rates, vacancy turnaround times for critical roles, successor readiness, training coverage, and productivity improvements.

Reporting Relationships

Direct reports likely include Area Heads for Gold Loan and Branch Heads, especially where middle management is absent.

Key Internal and External Interactions

• Internal: Frequent communication with regional heads for sales and operational governance; coordination with IT on platform updates, training, and support; collaboration with marketing for promotional campaigns; and discussions with risk, audit, compliance, and HR functions.
• External: Engagement with customers for feedback and complaints handling; interaction with channel partners and investment banks for product marketing and funding insights; collaboration with vendors for product ideas, negotiations, marketing, and training support.