Head Retail Sales - Irth

The Women's Bags business, part of the Fragrances and Accessories Division, was identified as a key growth priority in 2021.

As part of this strategy, the new brand Irth was launched across multiple channels. Since then, the business has scaled rapidly, emerging as the No. 4 player in the industry. Given the significant headroom for growth in this category, Retail will play a critical role in unlocking the full opportunity.

The Sales Head ( Retail ) – Women bag is a key leadership role within the Women's Bags business. The mandate includes expanding the retail footprint at pace, driving operational excellence, enhancing customer experience, building a profitable franchisee model, and contributing meaningfully to Irth's ambition of becoming the No. 1 brand in the category over the next three years.

Process Contribution

Channel targets

1. Formulate and approve annual growth targets in terms of
2. Store Expansion
3. Revenue Plan
4. Franchisee stores
5. Initiatives like driving category wise business development (example daily wear, work wear wedding collections etc)
6. Formulate and approve growth targets in evaluation metrics like
7. Channel P & L, Store P & L
8. Ticket size
9. Conversion ratio
10. Revenue/ RSO
11. Revenue/ sqft.
12. Formulate business score card and develop goals for the entire channel to evaluate performance against the approved targets

Sales Planning: Budget Allocation

1. Approve the quarterly budgets for long term investments and strategic initiatives
2. Approve the budget requirements provided by the channel and regional managers while maintaining the overall divisional budget targets

Sales Planning: Manpower planning

Approve the manpower optimization strategies for the channel while taking into considerations requirements provided by the regional managers and the overall division expansion plans

Partner Management: Franchisee relationship management

Identify and evaluate new partners in target markets.

Franchisee negotiations and terms of trade

Maintain relationship with the business partner community and leading and synergising towards achieving the business growth plan

Pricing Strategy: Discount Negotiation

1. Create and approve the policies for the franchisee discounts on an annual basis
2. Approve the discounts that are escalated in cases the value exceeds the authorized limits of the team after evaluating the merits and future business opportunities

Sales Execution: Customer and Accounts Management

1. Manage big ticket accounts in cases of escalations or high probability of risk

Monitoring and Control: Sales Performance Analysis

1. Conduct review regionally and centrally to develop realistic sales plan

Sales Operations Management: Sales Incentive Management

1. Approve the annual incentive scheme for the business based on the strategic objective and inputs from the managers
2. Conduct quarterly review of the effectivity of the incentive scheme and propose course corrections

New Initiatives

1. Initiate new projects within the channel aiming at improving the process/ product efficiency and seek approval of the same from top management
2. Draw detailed plans to develop the new initiatives along with the team and engage in constant follow-up on the update of the same

People Management

1. Build & lead a highly motivated team to achieve business results

• Create a climate of trust, positive regard for people and culture of high performance

1. Supervise, guide and maintain discipline within the team like resolve internal problems whenever needed; and communicate change in working systems
2. Identify training needs and initiate training
3. Identify, recognize and recommend rewards for performance with coordination from HR teams in order to motivate the workforce and ensure smooth working
4. Monitor internal and external surveys to take necessary actions and provide support whenever needed

Education

Post Graduate (MBA), preferably from top B-schools

Relevant Experience 15- 18 years

Behavioural Skills

• Sales drive
• Customer centricity
• Commitment and ownership
• Decision making skills
• Analytical skills
• Ambiguity tolerance
• Negotiation skills
• Communication skills

Knowledge

• Retail channel knowledge
• Product and Design Appreciation
• Women Bags category
• Market trends
• Commercial acumen