Chief Sales Officer - Retail

The Chief Sales Officer (CSO) is responsible for driving overall sales strategy, revenue growth, profitability, and customer experience across all retail channels.

Key Responsibilities:

1. Sales Strategy & Revenue Growth:

• Develop and execute the organization's sales strategy aligned with business objectives.
• Deliver annual and long-term revenue, profitability and market share targets.
• Drive Same Store Sales Growth (SSSG) across all retail locations.
• Lead new store sales planning, launch readiness and accelerated store ramp-up.
• Identify opportunities for business expansion, new markets and emerging customer segments.
• Review sales performance regularly and implement corrective actions wherever required.

2. Commercial Excellence:

• Drive achievement of sales budgets across all stores and business verticals.
• Improve Average Bill Value (ABV), conversion ratios and overall sales productivity.
• Ensure optimum product mix across Gold, Diamond, Platinum and other categories.
• Protect gross margins through disciplined discounting, pricing and inventory utilization.
• Build a strong performance management culture with data-driven decision making.

3. Customer Experience & Brand Excellence:

• Champion exceptional customer experience across every customer touchpoint.
• Drive customer acquisition, loyalty and repeat business.
• Improve DPP enrolment and customer engagement initiatives.
• Ensure timely closure of customer complaints and service recovery.

4. Retail Operations Leadership:

• Provide strategic direction to Regional Managers, Store Heads and the sales leadership team.
• Standardize retail processes and ensure consistent execution across stores.
• Monitor store productivity, staffing effectiveness and operational efficiency.
• Review sales analytics and implement initiatives to improve business performance.
• Ensure stores consistently meet customer service and visual merchandising standards.

5. People Leadership:

• Build a high-performance sales culture focused on accountability and customer centricity.
• Coach, mentor and develop future sales leaders.
• Drive employee engagement and retention within the sales function.
• Improve sales productivity through capability development and structured training interventions.
• Partner with HR to strengthen talent acquisition, succession planning and leadership development.

6. Cross-functional Leadership:

• Work closely with Marketing to maximize campaign effectiveness and customer acquisition.
• Partner with Merchandising and Supply Chain to ensure optimum product availability and category performance.
• Collaborate with Finance to improve profitability and business planning.
• Support HR in strengthening performance management and sales capability development.
• Drive organization-wide strategic initiatives requiring cross-functional collaboration.

7. Governance & Business Planning:

• Prepare annual sales plans, budgets and business forecasts.
• Monitor key business indicators and present performance updates to the Board and Executive Leadership Team.
• Ensure compliance with organizational policies, statutory requirements and internal controls.
• Leverage technology and analytics to improve decision making and operational efficiency.

Candidate Profile:

Qualification:

• MBA or Postgraduate in Sales, Marketing, Retail Management or Business Administration from a reputed institution.

Experience:

• 18- 25 years of progressive experience in retail sales leadership.
• Minimum 8 - 10 years in a senior leadership role managing multi-location retail operations.
• Experience in Jewellery, Luxury Retail, Fashion, Consumer Durables or Large Retail formats preferred.
• Proven track record of leading large sales teams and consistently delivering profitable growth.