Role Summary The Director – Retail owns the end-to-end P&L; of the retail business and is accountable for scaling it profitably. This is a leadership role that combines commercial ownership (revenue, margin, cost) with operational transformation (process standardization, digital enablement, data-driven decision-making) across the entire store network.

The role holder will set the retail strategy, translate it into store-level targets and playbooks, build the systems and teams needed to execute at scale, and be the single point of accountability for retail performance to the leadership team.

Key Responsibilities

- Revenue & P&L; Ownership

- Own the complete retail P&L; — top-line, gross margin, store-level contribution, and operating costs — for a business of ₹15 Cr+ and growing.
- Set annual, quarterly, and monthly revenue targets by store, category, and channel; cascade them to Regional Heads and Store Managers.
- Track and drive the full sales funnel: footfall → walk-in capture → consultation → quote → conversion → average ticket size → repeat purchase.
- Identify revenue gaps early and lead corrective action plans with clear owners and timelines.
- Drive incremental revenue through CRM, referral programs and alternate channels (phygital, home consultation, catalogue-led sales).
- Own pricing and discount governance in partnership with Category and Finance.

2. Retail Operations & Store Excellence
- Review, upgrade, and own the store SOP framework. Baseline SOPs exist; the role holder is expected to raise them to a premium-retail standard, close gaps, and ensure they are lived on the floor, not just documented. Core SOP areas:
- Staff grooming & presentation: uniform and grooming standards, greeting protocols, floor conduct, and body language.
- Client experience in store: welcome and needs-discovery, consultative walkthrough, sampling and visualisation, quoting and closing, hospitality standards, and post-visit follow-up.
- Store maintenance: daily opening and closing checklists, cleanliness, lighting, fixtures, washrooms, air-conditioning,



signage, and preventive maintenance schedules.
- Display hygiene: planogram adherence, sample and swatch condition, price and product tagging, damaged-piece replacement, and seasonal refresh cycles.
- Build a retail audit framework (self-audits, cluster-head audits, mystery audits, VM audits) and a monthly store scorecard against these SOPs; drive accountability on scores with explicit consequences and recognition.
- Standardize store layouts, product display norms, sample management, and inventory hygiene across all formats.
- Own store productivity metrics — sales per sq. ft., sales per staff, conversion %, NPS/CSAT — and lead improvement programs against each.
- Lead new store launches end-to-end: location inputs, launch planning, staffing, training, opening marketing, and 90-day stabilization.
- Partner with Supply Chain and Category to ensure availability of high-velocity SKUs, sample sets, and display inventory at every store.

3. Digital, CRM & Retail Technology
- Own adoption and effective usage of the CRM, lead management, and store-level dashboards across the frontline; set usage KPIs and enforce them.
- Define the retail tech roadmap: identify system gaps, prioritize enhancements, write requirements, and work with Product/Tech teams to ship them.
- Build and own the retail data layer — daily/weekly/monthly dashboards on footfall, leads, conversion, ticket size, staff productivity, and store P&L; — and institutionalize a data-first review cadence.
- Champion a phygital customer journey — seamless handoff between online enquiries, store visits, and post-visit follow-up.

4. Planning, Forecasting & Commercials




- Lead the annual business plan for retail: revenue, margin, store expansion, headcount, capex, and marketing budgets.
- Own monthly and quarterly sales forecasting and variance analysis; present performance, risks, and actions to the leadership team.
- Plan and execute the annual promotions calendar — seasonal campaigns, festive periods, category-led offers, clearance — with clear ROI tracking.
- Own the retail marketing budget: in-store activations, local area marketing, catchment campaigns, events, and partnerships with architects/designers/builders.
- Control store operating costs (staffing, rentals, utilities, consumables, logistics) and drive cost-to-serve improvements.

5. People Leadership & Capability Building
- Build, lead, and develop a high-performing retail organization — Regional/Cluster Heads, Store Managers, Sales Consultants, and support functions.
- Design and manage the frontline incentive structure to align individual behaviour with revenue, margin, and customer-experience goals.
- Own the performance management cycle for retail: goal-setting, monthly reviews, PIPs, promotions, and succession planning for store leadership.
- Build a structured training curriculum — product knowledge, consultative selling, CRM usage, SOPs, and customer service — with certification and refreshers.
- Drive frontline engagement and retention; own hiring plans and attrition targets in partnership with HR.
- Set the culture of the retail team: customer-obsessed, data-disciplined, ownership-driven.

6. Cross-functional Leadership
- Act as the voice of the store and the customer in leadership discussions with Category, Marketing, Supply Chain, Finance, Product, and Tech.
- Drive alignment on assortment, pricing, promotions, and inventory decisions that impact store performance.
- Represent the retail business in board / investor reviews as required.

Pay: ₹5,000,000.00 - ₹6,000,000.00 per year

Benefits

- Health insurance
- Paid sick time
- Provident Fund

Work Location: In person

📌 Retail Director (J. P. Nagar)
🏢 Material Depot
📍 J. P. Nagar