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.