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- Key Result Areas:
Scale business sustainably
- o AUM Growth YoY / QoQ
- o Disbursement Value (INR) Vs Plan
- o Active Customer Base Growth (%)
- o Market Share (%) in key geographies
- o Ticket Size (Avg Loan Amount)
- o Growth Mix – New vs Renewal loans
Profitability & P&L Management – deliver profitable growth with cost discipline
- o Net Interest Margin (%)
- o Yield on Gold Loan Portfolio (%)
- o Cost to Income Ratio
- o Operating Profit
- o ROA / ROE
- o Incremental Profit per branch
Portfolio Quality & Risk Management – required to maintain superior asset quality and collateral safety
- GNPA / NNPA (%)
- o SMA (0-30 / 31-90 days) levels
- o Gold Loan LTV (%) adherence
- o Auction Loss (%)
- o Fraud Incidence (No / Value)
- o Recover Rate (%) post delinquency
Branch Productivity – build and optimize a high performing branch network
- o Number of new branches opened vs plan
- o Break even time for new branches
- o AUM per branch
- o Disbursement per branch / per RM
- o Low performing branch reduction (%)
Sales Effective & Customer Acquisition – drive frontline productivity and customer reach
- o Disbursement per sales officers / BM
- o Customer Acquisition cost
- o Conversion ratio – lead to disbursement
- o Repeat customer ratio
- o Cross sell / Upsell Ratio
Compliance, Audit & Regulatory Adherence
- o RBI / Internal Audit Observation
- o Policy Deviation Cases
- o Gold Purity Testing Compliance
- o Documentation Accuracy
- o Zero Tolerance Breach Incident
People Leadership & Capability Building
- o Sales & branch Staff Attrition
- o Critical Role Vacancy TAT
- o Successor Readiness for key roles
- o Training Coverage
- o Productivity Improvement post training