Vice President – Sales | Shop-in-Shop & Retail Expansion

Location: Mumbai – On-site

Experience: 10+ Years

Industry: Jewellery – Fine / Diamond / Gold / Lab-Grown

Reporting To: Founder

Role Summary

We are looking for an experienced Vice President – Sales / Sales Head / Business Head – Retail to lead Shop-in-Shop (SIS), MBO, Franchise and Retail Expansion across Mumbai, Gujarat, NCR, Bengaluru, Hyderabad and Tier-1 South India.

The ideal candidate will have 10+ years of sales experience, with at least 6 years in the jewellery industry, and a proven track record of building multi-city jewellery retail networks, SIS counters, franchise networks or MBO channels.

This is a highly execution-oriented role. The candidate must have personally acquired retail partners, negotiated commercial structures, opened counters and driven counter-level revenue and sell-through.

Key Responsibilities

1. Shop-in-Shop & Retail Expansion

- Build and manage the SIS / Shop-in-Shop / MBO / Franchise retail expansion pipeline.
- Identify, pitch and onboard jewellery retailers, chains, large-format retail partners and strategic retail accounts.
- Drive the complete partner acquisition cycle – lead generation, pitch, commercial negotiation, agreement, store setup and go-live.
- Expand the retail network across Mumbai, Gujarat, NCR, Bengaluru, Hyderabad and Tier-1 South India.
- Negotiate margin, minimum guarantee (MG), revenue share, investment split, consignment, lock-in and exit terms.
- Own the retail rollout calendar and ensure timely opening of counters.

2. Counter Revenue & Productivity

- Own sell-through and counter productivity, not merely sell-in.
- Drive counter-level KPIs including:
- Revenue
- Conversion
- ATV / Average Transaction Value
- Stock Turn
- Inventory Ageing
- Sell-through
- Gross Margin

- Conduct monthly Partner Business Reviews (PBRs)



based on actual sales and profitability data.
- Identify underperforming counters and implement corrective action within 90 days.
- Take decisions on counter continuation, restructuring or closure based on performance.

3. Commercial & Inventory Management

- Manage consignment, buyback, exchange, margin and revenue-share structures.
- Drive assortment planning based on geography, customer profile and price bands.
- Manage inventory rotation, stock ageing and inventory productivity.
- Control margin leakage through effective commercial and inventory management.
- Own partner receivables and commercial collections.

4. Team Building & Leadership

- Build and manage a distributed field sales / retail expansion team of 8–12 members within 12 months.
- Recruit, train and manage Area Sales Managers, Business Development Managers and Retail Sales personnel.
- Develop sales scripts, partner acquisition processes and training modules.
- Train and influence partner-employed retail staff to deliver the required sales performance.
- Establish sales targets, review mechanisms and performance KPIs.

5. Revenue & Business Development

- Own an annual sales/revenue target of ₹25 Cr+.
- Build a scalable B2B / B2B2C jewellery retail network.
- Develop relationships with jewellery chains, retailers, large-format buyers and strategic retail partners.
- Drive new market and city expansion.
- Develop long-term strategic retail partnerships for sustainable revenue growth.

6. Flagship Store & Brand Expansion





- Support the Founder in flagship store rollout and retail strategy.
- Provide weekly sales and expansion reports to the Founder.
- Provide field intelligence to Design, Merchandising, Marketing and Product teams.
- Identify market trends, customer preferences, competitor activity and regional assortment opportunities.

Mandatory Requirements

- 10+ years of total sales experience.
- Minimum 6+ years of experience in the Jewellery / Fine Jewellery / Diamond / Gold / Lab-Grown Jewellery industry.
- Proven experience in Shop-in-Shop (SIS), MBO, Franchise, Retail Expansion or Multi-City Retail Network development.
- Must have personally built and expanded a retail/counter network, rather than only managing an inherited network.
- Robust existing relationships with Indian jewellery retailers, jewellery chains and large-format retail buyers.
- Proven track record of managing and achieving ₹25 Cr+ annual revenue/sales.
- Experience hiring and managing a distributed field sales team of 8+ members.
- Strong knowledge of consignment, margin negotiation, buyback, revenue share, minimum guarantee and retail commercial structures.
- Strong understanding of inventory rotation, stock ageing, sell-through and counter productivity.
- Excellent negotiation, business development and partner management skills.
- Mumbai-based or willing to relocate immediately.

Preferred / Advantage

- Experience launching a new jewellery brand through an existing retail network.
- Lab-Grown Diamond / LGD category experience.
- Strong relationships with large-format jewellery retailers and retail chains.
- Experience in multi-city retail expansion.
- Experience working in a founder-led / entrepreneurial company with revenue below ₹100 Cr.
- Experience scaling SIS / franchise / MBO models from the ground up.

📌 Vice President — Sales (Mumbai)
🏢 Ekatra Retail Ventures
📍 Mumbai