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
Formulate and approve annual growth targets in terms of
Store Expansion
Revenue Plan
Franchisee stores
Initiatives like driving category wise business development (example daily wear, work wear wedding collections etc)
Formulate and approve growth targets in evaluation metrics like
Channel P & L, Store P & L
Ticket size
Conversion ratio
Revenue/ RSO
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

Work arrangement
No