Job Description

About Vastramay

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Vastramay is one of India's fastest-growing ethnicwear brands, built on in-house design and an owned sourcing and production base in Kolkata, with a corporate and creative hub in Mumbai. We've scaled across marketplaces and D2C, and we're now expanding into offline channels.

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The next chapter is wholesale. We're building our MBO distribution and large-format retail presence from the ground up, and we're hiring the person who will build it.

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The Role

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This is a zero-to-one channel build, not a territory to maintain. There is no existing agent network, no trade price list and no counter footprint. You will create all three.

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You will design and run Vastramay's wholesale business: appointing and managing the agent and distributor network across India's key ethnicwear markets, and opening shop-in-shop counters inside large-format retail chains.

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Key Responsibilities

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MBO and Distribution

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- Map India's ethnicwear trade market and prioritise regions, cities and retailer tiers
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- Appoint, onboard and manage agents and distributors across North, West, South and East
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- Build the seasonal order-booking calendar and run it end to end, from pre-season presentation and sampling through order collection, confirmation and dispatch
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- Work with merchandising and design on trade-specific assortment, catalogue and sample sets
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- Drive reorders through sell-through at the retailer, not just primary billing
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Shop-in-Shop and Large-Format Retail

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- Open and manage SIS counters with national LFR chains, including commercial negotiation,



space and margin structure, and launch execution
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- Own counter performance: assortment, visual merchandising standards, replenishment cadence and stock health
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- Build and hold relationships with buying and category teams, season on season
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Channel Governance

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- Set and enforce pricing and discount discipline across the trade, protecting price integrity against our own retail and online channels
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- Own credit assessment for every account and drive collections personally. This role owns receivables, not just orders
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- Feed demand forecasts into planning and production so the channel is supplied, not oversold
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What You Bring

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- 8 to 12 years in apparel wholesale and distribution sales, with meaningful time in ethnicwear, occasion wear or womenswear
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- Demonstrated experience building or substantially expanding an MBO network, appointing agents and distributors rather than inheriting them
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- Direct experience with large-format retail buying teams and shop-in-shop commercials
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- Commercial fluency: you have negotiated trade terms yourself, including discount structures, margin splits, settlement terms and markdown support, and can defend a price rather than discount to close
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- Ownership of credit and collections in a previous role
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- Comfortable being the first and only person in the function for the initial phase, building the systems as you go
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- Willing to travel extensively across Indian markets
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Location

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Mumbai (Thane), with regular travel to Kolkata and key trade markets.

📌 National Sales Manager (Mumbai)
🏢 Vastramay
📍 Mumbai