RETAIL SALES & OPERATIONS MANAGER

Department: Retail – Offline Business

Reporting To: Head – Retail / Offline Business

ROLE SUMMARY

Kimirica is a luxury D2C brand offering premium Bath & Body, Skincare, Personal Care, Fragrances, Home Fragrance and Gifting products. The Retail Sales & Operations Manager will drive sales growth, business profitability, and operational excellence across Exclusive Brand Outlets (EBOs) and Shop-in-Shop (SIS) counters. The role involves end-to-end ownership of retail performance, store-level P&L;, team productivity, cost optimisation, customer experience, and retail expansion.

KEY RESPONSIBILITIES

- Drive sales growth, revenue targets, gross margins, and store-level P&L; across EBOs and SIS counters, ensuring achievement of monthly, quarterly, and annual business targets.
- Manage budgets, sales forecasts, operating expenses, and profitability, including rent, CAM, manpower costs, discounts, and promotional spends. Identify underperforming locations and implement corrective action plans.
- Monitor store-wise and counter-wise performance, including sales productivity, conversion, ATV, UPT, sales per square foot, and Beauty Advisor (BA) productivity. Drive upselling, cross-selling, fragrance experiences, and gifting initiatives.
- Manage and develop Store Managers, Assistant Store Managers, and Beauty Advisors, ensuring effective manpower planning, recruitment, training, product knowledge, grooming, performance management, and retention.
- Oversee retail operations, inventory management, visual merchandising, and customer experience, ensuring SOP compliance, stock availability, inventory accuracy, promotional execution, and consistent brand standards.
- Manage SIS partner relationships and commercial operations,



including sales reviews, settlements, claims, deductions, billing coordination, and promotional commitments. Identify opportunities for expansion, relocation, and improvement of retail locations.
- Prepare and review daily, weekly, and monthly business reports, track budgets against actuals, analyse performance gaps, and coordinate with Finance, HR, Marketing, VM, and Supply Chain teams to improve business outcomes.

KEY SKILLS & COMPETENCIES
- Retail Sales & Business Development
- Store-Level P&L; and Profitability Management
- EBO & SIS Operations
- Sales Planning, Forecasting & Budgeting
- Team Leadership & Performance Management
- Retail Operations, Inventory & Visual Merchandising
- Commercial Negotiations & Partner Management
- MIS, Sales Analytics & Cost Optimisation
- Customer Experience & Brand Standards

KEY PERFORMANCE INDICATORS (KPIs)

- Sales target achievement and like-for-like growth
- Store-wise and counter-wise profitability
- Gross margin and operating cost control
- Sales per square foot and employee productivity
- Conversion rate, ATV, and UPT
- Inventory accuracy, availability, and stock loss
- Customer satisfaction and operational audit scores
- Team productivity, training, and retention
- SIS partner performance and commercial compliance

KEY EXPECTATIONS

- Take end-to-end ownership of retail sales, operations, and profitability across EBOs and SIS counters.
- Develop transparent business plans and measurable action plans for every store and counter.
- Drive turnaround strategies for underperforming locations and improve overall retail productivity.
- Optimise manpower, inventory, promotional spends, and operating expenses.
- Support retail expansion decisions through sales performance, commercial viability, and P&L; analysis.

📌 Retail Sales & Operations Manager (Indore)
🏢 Kimirica
📍 Indore