JGM - Retail Sales

Key Responsibilities

• Develop and execute the retail sales strategy for the West Region in line with overall business objectives.
• Own regional sales targets, revenue, profitability and market-share growth.
• Prepare annual, quarterly and monthly sales plans and ensure achievement of targets.
• Lead and manage the regional retail sales team, including Area/Regional Sales Managers and frontline teams.
• Drive expansion of the retail network through new stores, dealers, distributors, channel partners or other relevant formats.
• Monitor store/channel performance and implement corrective actions to improve productivity and sales conversion.
• Develop strong relationships with key dealers, distributors, channel partners and strategic customers.
• Analyse market trends, customer preferences, competitor activities and regional opportunities to identify growth areas.
• Drive product visibility, merchandising, promotions and retail activation initiatives across the region.
• Work closely with Marketing/Brand teams to execute regional campaigns and promotional programs.
• Monitor pricing, schemes, discounts, margins and channel profitability in accordance with company policies.
• Ensure optimum inventory availability across the retail network and coordinate with Supply Chain/Operations for timely replenishment.
• Track sales funnel, secondary sales, stock movement, ageing and sell-through performance.
• Drive customer acquisition, retention and overall customer experience across retail touchpoints.
• Conduct regular business reviews with regional teams and channel partners.
• Prepare and present sales MIS, forecasts, market intelligence and performance reports to senior management.
• Identify underperforming territories/stores and develop action plans for improvement.
• Ensure adherence to company policies, sales processes, brand standards and commercial controls.
• Recruit, coach, mentor and develop high-performing sales teams.
• Drive continuous improvement in sales processes, productivity and cost efficiency.
• Support new product launches, market expansion and strategic business initiatives in the region.

Key Skills

• Strong regional retail sales leadership.
• Excellent understanding of West India markets and customer dynamics.
• Business development and channel management.
• Dealer/distributor and key-account management.
• Sales forecasting and target management.
• Market analysis and competitor intelligence.
• Team leadership and performance management.
• Strong commercial and negotiation skills.
• Customer-centric approach.
• Data-driven decision making and analytical skills.
• Strong communication and stakeholder-management abilities.
• Proficiency in MS Excel, PowerPoint, CRM/ERP and sales analytics tools.

Qualification & Experience

• Graduate/Postgraduate degree in Business Management, Marketing, Sales or a relevant discipline.
• MBA/PGDM in Sales & Marketing will be an advantage.
• 12–18 years of relevant sales experience, preferably in retail/FMCG/consumer products/automotive or a related industry.
• Proven experience in managing large regional sales teams and delivering revenue growth.
• Strong exposure to the West India market, preferably Maharashtra, Gujarat, Goa, Madhya Pradesh and adjoining markets.

Key Performance Indicators (KPIs)

• Achievement of regional sales and revenue targets.
• Sales growth and market-share improvement.
• Retail network/store/channel expansion.
• Sales productivity and conversion.
• Channel profitability and scheme effectiveness.
• Inventory availability and stock turnover.
• Customer acquisition and retention.
• Dealer/channel partner performance and satisfaction.
• New product/market launch performance.
• Sales team productivity and attrition.
• Regional operating-cost control.