Regional Sales Manager - Gold Loan

Role Purpose
To drive regional growth of the Gold Loan business by leading multi-branch sales operations, delivering portfolio expansion, ensuring portfolio quality, and building a high-performance sales ecosystem across the region.

Key Responsibilities

Business Growth Revenue Delivery
- Own and deliver regional AUM growth, disbursement targets, and revenue objectives across assigned geography
- Drive month-on-month and year-on-year growth in Gold Loan portfolio through structured sales planning
- Lead strategic initiatives to increase market share, customer acquisition, and branch productivity
- Identify high-potential markets and lead branch expansion ramp-up strategy

Sales Strategy Execution
- Design and execute regional sales strategy, including campaigns, local activations, and festival-led sourcing programs
- Implement pricing, sourcing, and channel strategies to maximize yield and volume
- Drive cross-sell of allied products (Insurance, SME loans, etc) to enhance revenue per customer

Team Leadership Capability Building
- Lead a team of Cluster Managers / Area Managers / Branch Managers across the region
- Drive performance management, productivity enhancement, and incentive structures
- Conduct regular reviews, training, and coaching to enhance selling capability and branch efficiency
- Build a high-performance culture with strong accountability and ownership

Branch Channel Management
- Oversee functioning of multiple branches/territories, ensuring alignment with business objectives
- Drive branch-level execution excellence, covering sourcing, conversion, and customer experience
- Support new branch launches and ensure early profitability and scale-up

Portfolio Quality Risk Management
- Monitor portfolio health parameters (LTV, NPA, delinquency, overdue trends)
- Partner with collections and risk teams to ensure strong recovery mechanisms and fraud prevention
- Ensure adherence to gold appraisal standards, KYC, and audit compliance norms

MIS, Analytics Performance Tracking
- Drive decision-making through data analytics, MIS dashboards, and forecasting models
- Track key KPIs: AUM growth, disbursement productivity, ticket size, yield, cost ratio
- Use insights to refine regional strategy and performance improvement plans

Stakeholder Cross-functional Collaboration
- Collaborate with Product, Credit, Risk, Ops, Marketing, and Collections teams
- Provide market feedback for product design, pricing, and process improvements
- Align with central teams on technology adoption, digital onboarding, and process automation
Educational Qualification
- Graduate (MBA / PGDM preferred - Finance / Marketing)
- Certifications in Gold Appraisal / Risk / Banking preferred