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

Location: Mumbai – In office

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.

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