Chief Sales Officer - Retail

The Chief Sales Officer will be responsible for driving large-scale revenue growth, market leadership, and distribution excellence for a business with - 2,000 Cr+ annual turnover responsibility.

The role requires a highly accomplished sales leader with deep expertise in scaling retail-led distribution businesses, managing complex dealer networks, and driving aggressive market expansion across India markets.

Key Responsibilities:

1. Revenue Leadership & Business Growth

• Own sales revenue responsibility for - 2,000 Cr+ business
• Drive aggressive topline growth while maintaining profitability
• Develop long-term national sales strategy
• Identify new business opportunities and adjacent growth categories
• Improve market share across key regions
• Distribution Network Management
• Lead extensive PAN India distributor/dealer network

Manage large retail ecosystems including:

• Distributors
• Dealers
• Retailers
• Sub-dealers
• Channel partners
• Improve channel productivity and market coverage
• Drive distribution expansion in untapped markets
• Build strong distributor profitability models
• Retail Sales Excellence
• Strengthen retail footprint across India
• Improve retail conversion and visibility
• Build dealer loyalty programs
• Execute merchandising and trade marketing strategies
• Strategic Market Expansion
• Expand into Tier 2/Tier 3/rural markets
• Launch new products/categories
• Evaluate exports/international distribution opportunities
• Leadership & Organization Building

Lead large sales teams including:

• Zonal Heads
• Regional Heads
• State Heads
• Area Managers
• Build future leadership pipeline
• Drive sales capability enhancement
• Commercial Excellence
• Pricing strategy
• Trade schemes
• Demand forecasting
• Inventory planning
• Working capital optimization
• Receivables management
• Customer & Key Account Management
• Large retail chains
• Institutional buyers
• Builders
• Architects
• Strategic channel partners
• Candidate Requirements

Experience:

• 20+ years of sales leadership experience
• Proven experience managing - 2,000 Cr+ turnover
• Strong retail/distribution business expertise
• Must have worked with leading building material companies

Must-Have Competencies:

• Large-scale distribution leadership
• Retail expansion expertise
• Strong commercial acumen
• Team leadership of large national teams
• Strategic growth mindset
• Market expansion capability

Key KPIs:

• Revenue growth
• Market share growth
• Distribution expansion
• Dealer productivity
• EBITDA contribution
• Collection efficiency
• New market penetration

Ideal Candidate Profile:

A high-impact business leader who has scaled - 2,000 Cr+ retail-driven building material businesses, managed large dealer/distributor ecosystems, and can drive national growth while building sustainable profitability.