Head - Retail Sales - Women Bags

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:

- Formulate and approve annual growth targets in terms of:

1. Store Expansion

2. Revenue Plan

3. Franchisee stores

4. Initiatives like driving category wise business development (example daily wear, work wear wedding collections etc)

- Formulate and approve growth targets in evaluation metrics like:

1. Channel P & L, Store P & L

2. Ticket size

3. Conversion ratio

4. Revenue/ RSO

5. Revenue/ sqft

- Formulate business score card and develop goals for the entire channel to evaluate performance against the approved targets.

Sales Planning: Budget Allocation:

- Approve the quarterly budgets for long term investments and strategic initiatives.

- 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:

- Create and approve the policies for the franchisee discounts on an annual basis.

- 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:

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

Monitoring and Control: Sales Performance Analysis:

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

Sales Operations Management: Sales Incentive Management:

- Approve the annual incentive scheme for the business based on the strategic objective and inputs from the managers.

- Conduct quarterly review of the effectivity of the incentive scheme and propose course corrections.

New Initiatives:

- Initiate new projects within the channel aiming at improving the process/ product efficiency and seek approval of the same from top management.

- 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:

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

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

- Supervise, guide and maintain discipline within the team like resolve internal problems whenever needed; and communicate change in working systems.

- Identify training needs and initiate training.

- Identify, recognize and recommend rewards for performance with coordination from HR teams in order to motivate the workforce and ensure smooth working.

- 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.