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.

- Robust 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.

📌 JGM - Retail Sales (Mumbai Suburban)
🏢 Essar
📍 Mumbai Suburban