Job Purpose:

To lead, manage, and grow the Gold Loan business within a defined set of states or regions by driving disbursements, maintaining high-quality portfolios, improving productivity, managing large teams, ensuring cost-effectiveness, and sustaining compliance.

Functional Competencies:

- Strategic sales management across diverse geographies

- Ability to identify, assess, and close gaps in branch productivity

- Strong understanding of Gold Loan products, competitor analysis, and customer behaviour

- Team planning, manpower forecasting, and performance tracking

- Familiarity with P\&L statements, budgeting, and branch-level financial metrics

- Computer literacy: Excel, MIS dashboards, branch banking systems

- Vendor and cost negotiations related to marketing, infra, and collections

- Staff capability development through mentoring, coaching, and structured training

Behavioural Competencies:

- Integrity, transparency, and adherence to banking ethics

- Responsible entrepreneurship-ownership of circle performance

- Leadership through influence and direction, not just authority

- Detail orientation with clear understanding of operational compliance

- Strong interpersonal skills - ability to engage, align, and energize large field teams

- Talent nurturing and career growth facilitation of team members

- Industry awareness - market intelligence and proactive strategy formulation

- Resilience and drive - ability to work under pressure and deliver consistent results

Job Responsibilities:

Financial Responsibilities:

- Drive achievement of monthly and annual disbursement targets across all branches within the circle

- Ensure profitability of the region by optimizing loan yield, minimizing operational costs, and maximizing renewal business

- Monitor collection performance, control delinquency, and maintain high asset quality

- Evaluate product performance by source/channel, customer segment, and geography

- Track region-wise budgets vs. actuals for marketing expenses, manpower deployment, and logistic

- Drive cross-sell and up-sell of financial products linked to gold loans (insurance, savings accounts, etc.)

- Ensure team alignment with ROI-focused business development plans

Non-financial Responsibilities:

- Lead a team of Regional Business Managers and Business Managers to ensure operational smoothness and high morale

- Conduct regular branch visits for performance audits, customer interactions, and process improvement

- Design and execute performance improvement plans based on branch-level diagnostics

- Collaborate with HR for hiring, training, onboarding, and retention of gold loan sales staff

- Enable continuous learning through product refreshers, compliance sessions, and sales skill programs

- Build coordination between verticals: Operations, Credit, Risk, Marketing, and Collections

- Represent the circle in zonal and HO meetings; provide inputs on policy, competition, and local dynamics

- Lead marketing and promotional events across key micro-markets to drive visibility and footfall

Compliance and Risk Responsibilities:

- Ensure 100% compliance with RBI guidelines, internal audit norms, and organizational SOPs

- Educate team members on best practices in customer onboarding, documentation, and valuation

- Review cases flagged under risk - non-starters, early delinquents, and policy deviations

- Ensure data confidentiality across gold valuation, customer identity, and internal documentation

- Work with Risk & Compliance teams to mitigate field-level frauds, discrepancies, and reputational risks

- Drive culture of responsible lending, fair customer practices, and zero tolerance for malpractice