HEAD – SALES, MARKETING & BUSINESS DEVELOPMENT

Industry: Jewellery – Wholesale & Retail

Department: Sales, Marketing & Business Development

Reports To: Managing Director / Owner

Location: Banjara Hills, Hyderabad

Employment Type: Full Time

1. POSITION OVERVIEW The Head – Sales, Marketing & Business Development will be responsible for driving the overall growth of the company's Wholesale and retail jewellery business.

The position will work directly with the Managing Director and will be responsible for translating management direction into execution across sales, marketing, customer relationships and business development.

This is a high-responsibility leadership position requiring a strong combination of:

Sales Leadership + Business Development + Marketing + Customer Relationship Management + Team Management + Execution The expectation is not merely to receive instructions, but to understand the objective, take ownership, execute, follow up, solve problems and deliver measurable results.

2. PRIMARY OBJECTIVE The primary objective of this position is to:

- Increase wholesale sales.
- Increase retail sales.
- Acquire new customers and wholesale accounts.
- Increase repeat business.
- Build strong customer relationships.
- Develop new markets and business opportunities.
- Improve sales team productivity.
- Strengthen the company's market presence.
- Develop effective marketing activities.
- Improve customer conversion.
- Increase average customer value.
- Build a strong and systematic sales process.
- Achieve agreed monthly and annual business targets.

Core Principle “Don't just report the problem. Take ownership of the result.”

3. KEY RESPONSIBILITIES

A. SALES LEADERSHIP The Head will be responsible for the overall performance of the company's sales function.

Wholesale Sales

- Develop and grow the wholesale customer network.
- Acquire new jewellery retailers and dealers.
- Increase sales from existing wholesale customers.
- Develop long-term dealer relationships.
- Identify new geographical markets.
- Develop customer-wise sales targets.
- Monitor customer-wise order frequency and value.
- Follow up quotations and pending orders.
- Coordinate with internal teams to ensure timely fulfilment.
- Develop strategies to increase repeat wholesale orders.
- Identify high-potential wholesale accounts and develop them into key accounts.

Retail Sales

- Set and achieve monthly, quarterly and annual retail sales targets.
- Monitor daily showroom sales.
- Monitor salesperson-wise performance.
- Improve customer conversion ratios.
- Increase average bill value.
- Develop upselling and cross-selling strategies.
- Ensure every serious customer enquiry is followed up.
- Identify lost sales and develop recovery strategies.
- Improve repeat customer sales.
- Develop VIP and high-value customer relationships.
- Monitor customer satisfaction.
- Personally handle important/high-value customers when required.
- Analyse sales trends and take corrective action.

4. BUSINESS DEVELOPMENT The Head will be responsible for identifying and converting new business opportunities.

Responsibilities include

- Identify new wholesale and retail markets.
- Identify potential dealers and retailers.
- Develop new customer acquisition channels.
- Build strategic business relationships.
- Develop institutional and corporate opportunities where relevant.
- Explore new geographical markets.
- Develop new sales channels.
- Identify opportunities for partnerships and collaborations.
- Study customer buying patterns.




- Identify emerging jewellery categories and trends.
- Develop plans for increasing market share.
- Continuously identify opportunities for revenue growth.

Key Question The Head should continuously think: “Where will the next ₹1 crore of business come from?”

5. MARKETING MANAGEMENT The Head will be responsible for planning and executing marketing activities that generate measurable business results.

Marketing Responsibilities

- Develop monthly marketing plans.
- Coordinate digital marketing activities.
- Manage WhatsApp marketing initiatives.
- Coordinate social media campaigns.
- Develop product promotion campaigns.
- Coordinate catalogue and product photography requirements.
- Develop seasonal campaigns.
- Develop festival campaigns.
- Support new collection launches.
- Develop customer engagement campaigns.
- Coordinate local marketing activities.
- Monitor marketing expenditure.
- Measure marketing ROI.
- Identify which campaigns generate enquiries and sales.
- Continuously improve marketing effectiveness.

Key Principle Marketing should not be done merely for likes, views or followers.

The primary objective should be:

Attention → Enquiry → Customer → Sale → Repeat Customer

6. SALES TEAM MANAGEMENT The Head will lead and develop the sales team.

Responsibilities:

- Set daily, weekly and monthly targets.
- Conduct daily sales briefings.
- Review previous day's performance.
- Allocate leads appropriately.
- Monitor salesperson activity.
- Monitor customer follow-up.
- Train sales staff.
- Develop product knowledge.
- Conduct sales training.
- Coach underperforming employees.
- Recognise high performers.
- Create performance-based sales culture.
- Monitor discipline and punctuality.
- Ensure customers are attended to professionally.
- Establish clear individual KPIs.
- Conduct regular performance reviews.

Daily Sales Team Questions

Every salesperson should know

1. What is my target?
2. How much have I achieved?
3. Which customers am I following up?
4. Which orders can I close today?
5. What is stopping me from achieving my target?

7. WHOLESALE DEALER DEVELOPMENT A major responsibility of the position will be to build a strong wholesale network.

Responsibilities:

- Create a database of potential retailers.
- Identify new dealers.
- Contact prospective retailers.
- Arrange meetings.
- Present collections.
- Share catalogues and quotations.
- Negotiate within company-approved limits.
- Convert prospects into active accounts.
- Maintain regular dealer communication.
- Monitor dealer purchase frequency.
- Identify inactive dealers.
- Reactivate dormant accounts.
- Develop territory-wise sales plans.
- Increase order size and frequency.

Objective Build a wholesale customer base that generates:

Regular + Predictable + Growing Repeat Orders

8. VIP & KEY ACCOUNT MANAGEMENT The Head will personally manage relationships with important customers.

This includes

- Major wholesale customers
- High-value retail customers
- VIP customers
- High-potential new customers
- Strategic business relationships

Responsibilities:
- Personal follow-up.
- Priority service.
- New collection updates.
- Special customer engagement.
- Order follow-up.




- Complaint resolution.
- Repeat purchase development.
- Relationship building.

The objective is to convert important customers into long-term business partners. 9. INVENTORY & PRODUCT COORDINATION The Head must work closely with inventory, purchase and operations teams.

Responsibilities

- Identify fast-moving products.
- Identify slow-moving products.
- Track customer demand.
- Communicate market demand to management.
- Recommend products/designs required by customers.
- Ensure important customer requirements are communicated internally.
- Coordinate availability for wholesale orders.
- Monitor stock-related sales opportunities.
- Identify products that should be promoted.
- Support clearance strategies for slow-moving inventory.

The Head must never make unauthorised stock adjustments or transfers. 10. MARKET & COMPETITOR INTELLIGENCE The Head should continuously monitor the market.

Areas include

- Competitor pricing
- New jewellery designs
- New collections
- Customer preferences
- Market trends
- Competitor promotions
- Wholesale market activity
- New retailers
- Competitor strengths and weaknesses
- Customer feedback about competitors

Important information should be presented to management along with recommendations. 11. SALES ANALYSIS & REPORTING The Head will maintain accurate and timely sales reporting.

Daily Reporting The daily sales report should include:

1. Retail sales
2. Wholesale sales
3. Salesperson-wise sales
4. Daily target vs achievement
5. Customer walk-ins
6. Enquiries received
7. Conversions
8. Pending enquiries
9. Important customer follow-ups
10. Orders pending
11. Major customer issues
12. New wholesale prospects
13. New accounts acquired
14. Marketing activity
15. Important market information

Weekly Reporting The weekly review should include:

- Target vs achievement
- Retail growth
- Wholesale growth
- New customer acquisition
- New wholesale accounts
- Conversion rate
- Average bill value
- Repeat customer sales
- Salesperson performance
- Marketing performance
- Pending opportunities
- Lost sales
- Key customer issues
- Next week's action plan

12. DECISION-MAKING AUTHORITY The Head will have authority to:

- Manage the sales team.
- Allocate sales targets.
- Allocate leads.
- Manage customer follow-ups.
- Coordinate marketing execution.
- Develop sales initiatives.
- Negotiate within approved limits.
- Coordinate with wholesale customers.
- Recommend new business opportunities.
- Recommend marketing expenditure.
- Recommend new products/designs based on market demand.

13. EXPERIENCE & QUALIFICATIONS

Preferred Experience

- 5+ years of relevant sales/business development experience.
- Jewellery industry experience.
- Experience in wholesale or premium retail preferred.
- Experience managing a sales team.
- Experience in customer relationship management preferred.
- Experience with WhatsApp/digital sales preferred.

Educational Qualification Graduate preferred.

However, proven sales performance, business development ability and leadership capability should carry more weight than academic qualifications.

14. SUCCESS DEFINITION

After 6–12 months, the Managing Director should be able to say:

“I give this person a business objective, and I can trust them to understand it, build the plan, coordinate the team, execute it, follow up and deliver the result.”

The successful candidate will not simply be a Sales Manager.

They will become a business growth leader responsible for turning management direction into measurable commercial results.

📌 Head - Sales, Marketing & Business Development (Hyderabad)
🏢 RYSUN JEWELS
📍 Hyderabad