National Sales Head – Commercial / Retail

Alankaram | Two positions: One Commercial and One Retail

Sales responsibility: Pan-India

About Alankaram

Alankaram is a premium furniture brand and manufacturer serving residential, commercial, and hospitality requirements. Our offering combines distinctive design, material expertise, manufacturing capabilities, and customisation.

We are hiring two National Sales Managers to independently lead our Commercial and Retail businesses. Each role carries responsibility for revenue growth, profitability, collections, team performance, and customer relationships within its respective segment.

Role Objective

Build a scalable national sales business through focused market development, stronger customer acquisition, disciplined sales execution, and effective team leadership. Translate opportunities into profitable orders while ensuring commitments align with manufacturing and delivery capabilities.

Responsibilities Common to Both Positions

- Develop annual sales plans and monthly targets by region, city, team member, and customer segment.
- Deliver revenue, margin, and collection targets within approved pricing and credit policies.
- Recruit, lead, coach, and review regional sales teams; establish clear ownership and accountability.
- Maintain an accurate CRM pipeline with opportunity values, decision-makers, next actions, expected closure dates, and payment status.
- Run structured weekly pipeline reviews and provide realistic monthly sales forecasts.
- Personally lead important customer meetings, negotiations, and high-value closures.
- Improve enquiry response, qualification, proposal quality, follow-up discipline, and order conversion.
- Coordinate with design, estimation, manufacturing, finance, logistics, and installation teams to ensure accurate quotations and achievable commitments.
- Ensure complete order documentation, approved specifications, payment milestones, and timely handover to execution teams.
- Own receivables within the segment, resolve payment issues, and control overdue exposure.
- Track market developments, competitor positioning, customer feedback, and product opportunities.
- Present regular performance reviews with clear corrective actions and support requirements.

Position 1: National Sales Manager – Commercial

Primary Focus





Develop and grow project and institutional sales across corporate offices, hospitality, developers, institutions, and other commercial customers.

Specific Responsibilities

- Build relationships with architects, interior designers, project management consultants, procurement teams, developers, and institutional decision-makers.
- Identify projects early and secure inclusion in design specifications, vendor lists, and procurement enquiries.
- Develop named-account plans for priority customers and a project pipeline across target markets.
- Manage the complete sales cycle: prospecting, requirement mapping, product presentation, sampling or mock-ups, quotations, BOQs, negotiations, and closure.
- Assess project feasibility, delivery schedules, installation requirements, commercial terms, and payment risks before committing.
- Coordinate technical and commercial submissions, including tenders where relevant.
- Grow repeat business through key-account management and relationships across multiple customer locations.
- Maintain ownership of customer relationships through execution, handover, and final collection.

Key Performance Indicators
- Order bookings, revenue, gross margin, and collections.
- Qualified project pipeline and enquiry-to-order conversion.
- New active accounts and repeat business.
- Specification-to-order conversion and sales cycle.
- Forecast accuracy and overdue receivables.

Position 2: National Sales Manager – Retail

Primary Focus

Grow residential furniture sales through showrooms, direct customer enquiries, digital leads, and residential designer relationships.

Specific Responsibilities

- Drive showroom and direct-sales performance through clear targets, effective staffing, and consistent sales processes.
- Improve conversion from showroom visits, website enquiries, calls, and other assigned lead sources.
- Establish a premium consultation experience covering customer requirements, product selection,



materials, finishes, customisation, quotations, and purchase decisions.
- Coach teams in product knowledge, consultative selling, objection handling, cross-selling, and closing.
- Increase average order value through relevant room combinations and complementary products.
- Build referral relationships with residential architects and interior designers.
- Coordinate with marketing on lead quality, campaign feedback, showroom appointments, and customer conversion.
- Work with merchandising and operations teams on product displays, selling tools, and availability information.
- Drive repeat purchases, referrals, and effective resolution of customer concerns.
- Ensure customers receive transparent information on specifications, pricing, payment terms, and delivery timelines.

Key Performance Indicators

- Retail revenue, order bookings, margins, and collections.
- Showroom productivity and sales per team member.
- Qualified-enquiry and showroom-visit conversion.
- Average order value and lead response time.
- Repeat and referral sales.
- Customer satisfaction and complaint resolution.

Candidate Profile

- Typically 15+ years of relevant sales experience, including at least 4 years leading regional or national teams.
- Experience in premium furniture, interiors, or closely related categories requiring consultative selling.
- Commercial applicants: Demonstrated success in project sales, institutional accounts, architect relationships, and complex negotiations.
- Retail applicants: Demonstrated success in premium showroom sales, residential customer conversion, and multi-location team management.
- Proven ownership of revenue, margins, collections, and team development.
- Strong negotiation, commercial judgement, CRM discipline, and analytical skills.
- Ability to work closely with a manufacturing-led business and manage customised product requirements.
- Strong communication and presentation skills; willingness to travel extensively.
- Graduation required; an MBA or equivalent qualification is preferred.

Application Requirements Candidates should specify Commercial or Retail and share their CV, current location, notice period, current and expected compensation, team size managed, and relevant sales achievements.

📌 National Sales Manager (Indore)
🏢 Alankaram
📍 Indore