Area Head - Retail - Gold Loan - Jammu

Job Description

Business

Financial Services

Unit

Aditya Birla Capital Limited

Location

Across branches in India

1) Position purpose:

Area Head – Gold Loans is tasked with driving strategy execution, growth, profitability, portfolio quality and operational governance across the assigned area. The role ensures achievement of AUM, disbursement, P&L, branch expansion and compliance targets through leadership of teams.

2) Dimensions:

Mention quantitative or qualitative parameters that are relevant for the job and deliver a better understanding of the scope and scale of the job.

New Relationship

(Max 254 Characters)

Gold loans is a new business, and the incumbent is required to build new relationship with all stakeholders of enabling functions, and all regional stakeholders

Overseeing Existing Relationship

(Max 254 Characters)

The position holder will be overseeing a group – multiple branch heads and oversee distributed branch teams across the area

Structuring new Transactions

(Max 254 Characters)

The role holder will define the business plans for the area, manpower structure and productivity benchmarks aligned to national strategy.

Compliance of regulatory guidelines

(Max 254 Characters)

The incumbent will be tasked with compliance with all regulatory qualifications.

Portfolio monitoring

The incumbent will be tasked with monitoring portfolio and market updates.

3) Position context & Key challenges:

Organization Context

Aditya Birla Capital Limited ("NBFC") is registered with RBI as a Systematically Important Non-Deposit accepting Non-Banking Finance Company (NBFC). ABCL is one of the top private diversified NBFCs in India. As of 31-Sep'25, ABCL has a pan-India presence with a lending book of approx. Rs. 139,500 Crores.

ABCL offers end-to-end lending solutions to a diverse set of clients - Retail, HNI, MSMEs, and Mid & Large Corporates through secured as well as unsecured loan products. The diverse range of lending products includes Retail Small Ticket Secured and Unsecured Loans, Unsecured Personal Loans, Unsecured Business Loans, Health & Education Loans, Digital B2B2C and B2B2B Small Ticket Loans, Small Business Secured Loans, Loans Against Property (LAP), Lease Rental Discounting (LRD), Construction Finance (to Real Estate Developers), SME Loans, Capital Markets Loans (Loan Against Shares), Supply Chain Finance, Mid and Large Corporate Loans, and Infrastructure Finance loans. ABCL also has a Wealth Management division.

ABCL is rated “AAA” by India Ratings, ICRA and CARE (reaffirmed in 2020). ABCL secured the ABG Business Excellence Award in 2017 (Silver), and 2015 (Bronze), and multiple other Awards on forums like CII.

Business Context

Position context:

Translate regional gold loan strategy into area execution plan while balancing rapid growth with strict risk discipline. This position execution of business initiatives, overseeing profit and loss statements, making sure adherence to risk management and regulatory compliance, and leading teams to meet established targets.

Key Challenges:

Driving rapid AUM growth while upholding strict LTV norms, low NPAs and strong collateral cover amid gold price volatility.

Making sure zero deviation compliance with RBO guidelines across a large, distributed branch network without slowing business momentum.

Preventing fraud, jewelry substitution, internal collusion and security breaches while scaling operations

Improving performance of underproductive branches and optimizing fixed costs in a high volume, low ticker business.

Protecting branch reputation by delivering transparent, fast and respectful client experiences for a highly emotional asset.

Core result areas (Max 1325 Characters)

Assisting Actions (Max 1325 Characters)

4) Core result areas:

Scale business sustainably

AUM Growth YoY / QoQ

Disbursement Value (INR) Vs Plan

Active Client Base Growth (%)

Market Share (%) in key geographies

Ticket Size (Avg Loan Amount)

Growth Mix – New vs Renewal loans

Profitability & P&L Management – deliver profitable growth with cost discipline

Net Interest Margin (%)

Yield on Gold Loan Portfolio (%)

Cost to Income Ratio

Operating Profit

ROA / ROE

Incremental Profit per branch

Portfolio Quality & Risk Management – required to sustain superior asset quality and collateral safety

GNPA / NNPA (%)

SMA (0-30 / 31-90 days) levels

Gold Loan LTV (%) adherence

Auction Loss (%)

Fraud Incidence (No / Value)

Recover Rate (%) post delinquency

Branch Productivity – build and optimize a high carrying out branch network

Number of new branches opened vs plan

Break even time for new branches

AUM per branch

Disbursement per branch / per RM

Low carrying out branch reduction (%)

Sales Effective & Client Acquisition – drive frontline productivity and client reach

Disbursement per sales officers / BM

Client Acquisition cost

Conversion ratio – lead to disbursement

Repeat client ratio

Cross sell / Upsell Ratio

Compliance, Audit & Regulatory Adherence

RBI / Internal Audit Observation

Policy Deviation Cases

Gold Purity Testing Compliance

Documentation Accuracy

Zero Tolerance Breach Incident

People Leadership & Capability Building

Sales & branch Staff Attrition

Critical Role Vacancy TAT

Successor Readiness for key roles

Training Coverage

Productivity Improvement post training

5) Position purpose of Direct Reports:

Following roles are likely to be reported to Regional Head - Gold Loan

Branch Manager – Gold Loan

In absence of Branch Manager – Manager Gold Valuation, Gold Loan officer, Client Service executive

6) Relationships:

Relationship Type (Max 80 Characters)

Frequency

Nature (Max 1325 Characters)

Internal

IT dept

Once a week/Fortnightly

Web site updating, joint initiatives in online platform, staff IT training & back-office back up

Marketing group

Once a week/Fortnightly

Discussion on need for promotional & lead generation campaigns, web-based campaigns

Back up / Other functions [Risk Policy, Audit, Compliance & HR etc.]

Once a week

Need-based discussions on product, business, group qualifications

External

Clients

Need based

Feedback on products, complaints/ escalations management

Channel partners, Investment banks

Need based

Marketing new product recommendations, discussing funding trends and highlighting market analytics

Vendors

Need based

Discussing new product ideas, soliciting ideas, Product negotiations, joint value propositions, seeking marketing and training back up, etc.

This opening is for the Area Head - Retail - Gold Loan - Jammu position in Jammu - Gourimal Complex.