Business

Financial Services

Unit

Aditya Birla Capital Limited

Location

Across branches in India

1) Job Purpose:

Area Head - Gold Loans is responsible for 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 provide 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

Managing Existing Relationship
(Max 254 Characters)

The position holder will be managing a team - 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 responsible for compliance with all regulatory requirements.

Portfolio monitoring

The incumbent will be responsible for monitoring portfolio and market updates.

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 customers - 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

Job 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, ensuring adherence to risk management and regulatory compliance, and leading teams to meet established targets.

Key Challenges:

• Driving rapid AUM growth while maintaining strict LTV norms, low NPAs and strong collateral cover amid gold price volatility.
• Ensuring 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 customer experiences for a highly emotional asset.

4) Key Result Areas:

Scale business sustainably

1. AUM Growth YoY / QoQ
2. Disbursement Value (INR) Vs Plan
3. Active Customer Base Growth (%)
4. Market Share (%) in key geographies
5. Ticket Size (Avg Loan Amount)
6. Growth Mix - New vs Renewal loans

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

1. Net Interest Margin (%)
2. Yield on Gold Loan Portfolio (%)
3. Cost to Income Ratio
4. Operating Profit
5. ROA / ROE
6. Incremental Profit per branch

Portfolio Quality & Risk Management - required to maintain superior asset quality and collateral safety

1. GNPA / NNPA (%)
2. SMA (0-30 / 31-90 days) levels
3. Gold Loan LTV (%) adherence
4. Auction Loss (%)
5. Fraud Incidence (No / Value)
6. Recover Rate (%) post delinquency

Branch Productivity - build and optimize a high performing branch network

1. Number of new branches opened vs plan
2. Break even time for new branches
3. AUM per branch
4. Disbursement per branch / per RM
5. Low performing branch reduction (%)

Sales Effective & Customer Acquisition - drive frontline productivity and customer reach

1. Disbursement per sales officers / BM
2. Customer Acquisition cost
3. Conversion ratio - lead to disbursement
4. Repeat customer ratio
5. Cross sell / Upsell Ratio

Compliance, Audit & Regulatory Adherence

1. RBI / Internal Audit Observation
2. Policy Deviation Cases
3. Gold Purity Testing Compliance
4. Documentation Accuracy
5. Zero Tolerance Breach Incident

People Leadership & Capability Building

1. Sales & branch Staff Attrition
2. Critical Role Vacancy TAT
3. Successor Readiness for key roles
4. Training Coverage
5. Productivity Improvement post training

5) Job 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, Customer Service executive

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 support

Marketing team

Once a week/Fortnightly

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

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

Once a week

Need-based discussions on product, business, team requirements

External

Customers

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 support, etc.