Zonal Head - Sales

Position: Zonal Head – Sales

Location: Bengaluru (zone headquarters); travel across the zone

Experience: 15+ years in retail, including 5+ years leading multi-store or regional operations

Preferred: Multi-brand retail experience

Key Responsibilities

Sales strategy & P&L

• Own the zonal sales plan and P&L set store-wise targets and deliver revenue, margin and sell-through goals.
• Track market trends, competition and customer feedback, and adjust the zonal strategy and product mix accordingly.
• Prepare monthly business reviews on sales, expenses and profitability; act on gaps quickly.
• Work with finance and commercial teams on budgets, store P&Ls and cost control.

Store operations & inventory

• Ensure smooth, profitable day-to-day operations across all stores in the zone.
• Partner with buying, planning and merchandising on assortment, stock levels and replenishment.
• Drive visual merchandising, store standards and compliance with company policies and SOPs.
• Plan and roll out new store openings, season launches and refits within the zone.

Omnichannel & e-commerce

• Grow sales through marketplace and brand e-commerce partners (e.g. AJIO, Tata CLiQ) alongside store sales.
• Support partners on operations, listings and promotions, and keep store and online stock aligned.

Customer experience & clienteling

• Build loyalty among high-value clients through clienteling, private previews and personalised service.
• Set up customer feedback systems and use the insight to lift service and conversion.

Marketing & brand visibility

• Work with marketing on zonal campaigns, events and in-store activations that raise brand presence.
• Manage relationships with mall partners, landlords and local authorities.

People leadership

• Hire, train and develop store managers and teams; build a strong bench for future roles.
• Set clear goals, review performance regularly and coach teams to improve results.
• Onboard new joiners on brand standards, product knowledge and company programmes.

Key Performance Indicators

• Zonal revenue vs target; like-for-like growth
• Gross margin and store EBITDA
• Sell-through and inventory turns
• Online / marketplace sales growth
• Conversion, average transaction value and units per bill
• Customer satisfaction / NPS and repeat clients
• Shrinkage and audit / compliance scores
• Team attrition, training hours and internal promotions

Skills & Experience

Must have

• 15+ years in retail sales and operations, with 5+ years managing multiple stores or a region.
• Experience with premium, luxury or lifestyle brands (fashion, accessories, home or similar).
• Proven P&L ownership, with a record of improving sales and profitability.
• Strong grasp of inventory management, merchandising and retail KPIs.
• Experience recruiting, training and leading large store teams.

Good to have

• Experience running brand business on online marketplaces.
• Multi-brand operations experience.
• Experience opening new stores and handling season launches and client events.
• Recognised performance, such as best-store or best-manager awards.

Core competencies

• Sales strategy and market analysis
• Stakeholder management
• Customer relationship management
• Performance coaching and team development
• Inventory and commercial planning
• Data-driven decision making