Lead Retail

Job Purpose: To drive the strategic growth and market penetration of the Kitchen vertical by identifying business opportunities, building a strong retail and channel partner network, and delivering sustainable revenue through innovative go-to-market strategies. The role is responsible for establishing the brand’s presence in specific markets, aligning product offerings with customer needs, and ensuring operational excellence across all business development initiatives.
Key Result Areas/Accountabilities:
Key Result Areas/Accountabilities
Supporting Actions
Retail Strategy & Planning: To develop and implement a robust retail strategy that ensures market penetration, brand visibility, and revenue growth for the Modular Kitchens vertical
Retail Network Expansion
Identify high-potential markets and define a phased rollout plan for exclusive brand outlets (EBOs), franchise stores, and shop-in-shop formats.
Set annual targets for store openings and ensure timely execution.
Market & Consumer Insights
Conduct market research to understand regional preferences, pricing sensitivities, and competitor positioning.
Use insights to tailor retail formats and product offerings specific to geographies
Retail Format Strategy
Define store formats, size, layout, and customer experience standards aligned with brand positioning.
Collaborate with design and marketing teams to ensure consistency across locations.
Sales Forecasting & Planning
Develop sales projections by region and retail format.
Align inventory planning and supply chain with retail demand forecasts.
Retail Partner Strategy
Identify and onboard strategic retail partners and franchisees.
Define partner performance metrics, incentive structures, and support systems.
Performance Monitoring
Track store-level performance against KPIs such as footfall, conversion rate, average ticket size, and customer satisfaction.
Recommend corrective actions and continuous improvements.
Channel Development: To build, expand, and optimize a high-performing channel partner ecosystem that drives sales, enhances market reach, and ensures consistent brand representation across regions
Channel Strategy Formulation
Develop a comprehensive channel development roadmap aligned with business goals and market potential.
Define partner types (e.g., franchisees, distributors, dealers, dealer cum fabricator) and their roles in the value chain.
Partner Identification & Onboarding
Identify and evaluate potential channel partners based on market presence, financial strength, and operational capabilities.
Design and implement a structured onboarding process including training, branding, and systems integration.
Channel Partner Enablement
Provide partners with sales tools, marketing support, product training, and CRM access to ensure effective customer engagement.
Conduct regular capability-building workshops and performance reviews.
Territory Management
Define and allocate territories to avoid channel conflict and ensure optimal market coverage.
Monitor partner performance by region and take corrective actions where needed.
Relationship Management
Build strong, long-term relationships with key partners to foster loyalty and collaboration.
Act as the primary point of contact for escalations and strategic discussions.
Compliance & Brand Standards
Ensure all partners adhere to brand guidelines, pricing policies, and service standards.
Conduct periodic audits and feedback sessions.
Sales & Revenue Growth: To drive consistent and sustainable revenue growth by achieving sales targets, optimizing channel performance, and expanding market share in the modular kitchens segment
Sales Target Achievement
Define and execute sales plans aligned with business goals and market potential.
Set monthly, quarterly, and annual sales targets by region, channel, and product category.
Revenue Forecasting & Budgeting
Develop accurate sales forecasts and align them with production and supply chain planning.
Monitor budget utilization and ensure profitability across channels.
Channel Sales Performance
Track and analyze sales performance across retail, franchise, and distribution channels.
Identify underperforming areas and implement corrective strategies.
Sales Process Optimization
Streamline lead generation, conversion, and post-sale processes to improve efficiency and customer experience.
Leverage tools and analytics for data-driven decision-making.
Promotions & Campaigns
Collaborate with marketing to design and execute sales promotions, seasonal campaigns, and product launches.
Measure campaign ROI and impact on revenue.
Team Enablement
Train and motivate the sales team and channel partners to achieve targets.
Conduct regular performance reviews and incentive planning.
Product & Market Intelligence: To gather, analyze, and apply market and product insights that inform strategic decisions, enhance product offerings, and ensure competitive positioning in the modular kitchens segment.
Market Research & Trend Analysis
Conduct ongoing research to identify emerging trends in kitchen design, materials, finishes, and consumer preferences.
Analyze macroeconomic, demographic, and lifestyle shifts impacting the modular kitchen market.
Competitor Benchmarking
Track competitor offerings, pricing strategies, retail formats, and promotional activities.
Provide actionable insights to differentiate the brand and refine go-to-market strategies.
Customer Insights
Gather feedback from customers, channel partners, and sales teams to understand pain points, unmet needs, and satisfaction drivers.
Translate insights into product development and service improvement opportunities.
Product Portfolio Analysis
Evaluate the performance of existing SKUs in terms of sales, margins, and customer feedback.
Recommend product enhancements, new launches, or rationalization based on data.
Pricing & Positioning Strategy
Support pricing decisions with market data and competitor analysis.
Ensure product positioning aligns with target customer segments and brand strategy.
Reporting & Communication
Create regular intelligence reports and dashboards for leadership and cross-functional teams.
Present findings and strategic recommendations in business reviews and planning sessions.
Team building and leadership: To build, lead, and inspire a high-performing business development team that drives growth, fosters collaboration, and delivers on strategic objectives in the modular kitchens vertical
Team Building & Structuring
Recruit, onboard, and structure a capable team across regions and functions (sales, channel development, retail operations).
Define clear roles, responsibilities, and performance expectations.
Performance Management
Set individual and team KPIs aligned with business goals.
Conduct regular performance reviews, provide constructive feedback, and implement development plans.
Coaching & Development
Mentor team members to enhance their skills in sales, negotiation, customer engagement, and market intelligence.
Facilitate training programs and cross-functional learning opportunities.
Motivation & Engagement
Foster a positive, inclusive, and goal-oriented team culture.
Recognize and reward high performers, address challenges proactively.
Cross-Functional Collaboration
Ensure seamless coordination between business development, marketing, product, and operations teams.
Represent the team in strategic planning and leadership forums.
Crisis & Conflict Management
Resolve internal conflicts and external escalations with professionalism and fairness.
Maintain team morale during high-pressure situations or market challenges.
Cross-functional Stakeholder Management: To effectively engage, align, and collaborate with internal and external stakeholders to ensure smooth execution of business strategies, timely decision-making, and long-term relationship building in the modular kitchens vertical
Internal Stakeholder Alignment
Collaborate with cross-functional teams

Work arrangement
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