Regional Head - Gold Loan, Gujarat Region

Overview

The Regional Head for Gold Loans is tasked with executing strategic initiatives, fostering growth, ensuring profitability, maintaining portfolio quality, and upholding operational governance throughout the Gujarat region, including Saurashtra and Kutchh. This role leads teams to achieve assets under management (AUM), disbursement, profit & loss (P&L), branch expansion, and compliance objectives.

Key Responsibilities

• Develop and implement the regional business plan in alignment with the company’s national strategy, including manpower structuring and defining productivity benchmarks.
• Build and nurture new partnerships with internal enabling functions and regional stakeholders given that gold loans are a new business vertical.
• Manage a large team consisting of several area heads and multiple branch teams distributed across the assigned region.
• Ensure full compliance with all regulatory norms and company policies throughout the region.
• Monitor and analyze portfolio health and market conditions regularly to ensure asset quality and risk mitigation.

Job Context and Challenges

Operating in one of India’s top private NBFCs with a pan-India presence and a strong lending portfolio, this role requires balancing rapid business expansion with strict risk control. Chief challenges include sustaining accelerated AUM growth while maintaining loan-to-value ratios, minimizing non-performing assets, and securing collateral amid fluctuating gold prices; enforcing zero deviation from regulatory standards across a wide branch network without hindering business momentum; preventing frauds such as jewelry substitution or internal collusion during the scaling process; optimizing branch productivity and fixed costs in a business characterized by high volume yet relatively small ticket sizes; and preserving branch reputation through transparent, expedient, and respectful customer service on sensitive gold loans.

Key Performance Areas

• Drive sustainable growth in AUM, active customer base, disbursements, market share, and new versus renewal loan volumes.
• Manage profitability metrics such as net interest margin, yield on gold loans, cost-to-income ratio, operating profit, return on assets/equity, and branch-level incremental profits.
• Maintain superior portfolio quality with low gross and net NPAs, strict loan-to-value adherence, minimal auction losses, negligible fraud incidences, and high recovery rates post delinquency.
• Enhance branch productivity measured by new branches opened, break-even times, AUM per branch, disbursement per staff, and reduction in low-performing branches.
• Boost sales effectiveness and customer acquisition efficiencies reflected by disbursement per sales officer, customer acquisition cost, lead conversion ratios, repeat rates, and cross/up-sell ratios.
• Ensure regulatory and audit compliance, including zero tolerance breaches, documentation accuracy, and policy adherence.
• Lead people functions by reducing attrition, filling critical roles promptly, preparing successors for key positions, ensuring training coverage, and improving productivity post-training.

Reporting and Relationships

The Regional Head oversees Area Heads for Gold Loan and, where applicable, Branch Heads directly. They engage internally with regional heads, IT, marketing, risk, audit, compliance, and HR teams, coordinating regularly to drive sales, productivity, and governance. Externally, they interact with customers for feedback and complaint resolution, channel partners and investment bankers for marketing and funding insights, and vendors for new product development and training initiatives.

About the Organization

Aditya Birla Capital Limited (ABCL) is a systemically important NBFC registered with the RBI, offering a comprehensive lending suite across retail, MSME, corporate, and wealth management segments. With a strong rating of “AAA” and multiple awards recognizing business excellence, ABCL commands a lending book totaling approximately Rs. 139,500 Crores nationwide.