National Business P&L Head - Luxury Furniture Franchise & Channel Sales

Need candidates from - Home Appliances / Consumer Durables / Electronics Retail / Appliances/or related industries only

• 15-18+ years of senior sales / business leadership experience in luxury furniture or premium franchise & channel-led businesses.
• Proven Pan-India franchise and distribution expansion experience (Master Franchisees, Super Stockists, Distributors, EBOs).
• Demonstrated end-to-end ownership of P&L, revenue targets, and channel profitability.
• Hands-on experience closing high-value franchise partners with strong financial and retail credentials.
• Direct experience designing franchise investment models, ROI structures, and commercial terms.
• Strong track record in high-ticket product sales within luxury or premium brand environments.
• Experience engaging and negotiating with HNI / UHNI investors, retail chains, or real estate groups.
• Ownership of multi-city showroom rollouts including location strategy, luxury store format, and launch execution.
• Proven capability to build and lead large regional sales and channel development teams with KPI accountability.
• Ability to act as national brand ambassador, maintaining luxury positioning while scaling aggressively in a founder-led, fast-growth environment.

Description

The National Business Head - Luxury Furniture Franchise & Channel Sales will be responsible for establishing, expanding, and scaling the Carlton luxury furniture brand across India through a structured franchise, super stockist, distributor, and master franchise network.

This is a P&L-driven leadership role, owning channel strategy, partner acquisition, revenue growth, and brand representation in the luxury furniture segment.

Key Objectives

• Build a Pan-India franchise and distribution ecosystem for Carlton
• Appoint Master Franchisees, Super Stockists, Distributors & Franchise Partners
• Drive revenue, showroom rollout, and market penetration
• Ensure luxury brand positioning, partner quality, and operational excellence

Key Responsibilities:

• Franchise & Channel Expansion
• Design and execute national franchise & distribution strategy

Identify, evaluate, and onboard:

• Master Franchisees (state / region level)
• Super Stockists
• Distributors
• Exclusive Brand Store (EBO) franchise partners
• Define investment models, ROI frameworks, and commercial terms
• Close high-value partners with strong financial and retail background

Revenue & P&L Ownership

• Own Pan-India sales targets and channel revenue
• Drive order bookings, showroom sales, and repeat business
• Monitor state-wise and partner-wise performance
• Ensure profitable growth aligned with luxury margins

Partner Acquisition & Relationship Management

• Lead end-to-end partner acquisition from lead generation to signing
• Build long-term relationships with HNI investors, real estate groups, retail chains
• Conduct partner reviews, expansion planning, and performance corrections

Showroom & Market Development

Guide franchise partners on:

• Showroom location selection
• Store size, layout & luxury experience
• Visual merchandising & brand guidelines

• Coordinate with design, operations, and supply chain teams
• Support new store launches and regional rollouts

Brand Representation & Market Presence

• Act as the brand ambassador for Carlton across India
• Ensure consistent luxury positioning and customer experience
• Participate in expos, exhibitions, franchise events, and investor meets
• Align sales growth with brand image, exclusivity, and quality standards

Team Leadership

• Build and lead regional sales & channel development teams
• Set targets, KPIs, and accountability frameworks
• Mentor teams in luxury selling and channel negotiations

• Candidate Profile
• Must-Have Experience
• 15-18+ years of experience in:
• Luxury furniture
• OR
• Franchise & channel sales for premium or aspirational brands
• Proven experience in:

• Master Franchise / Distributor appointment
• Pan-India channel expansion
• High-ticket product sales

Preferred Background

• Furniture brands - Wooden Street, Pepper Fry

Experience dealing with:

• HNIs & UHNI investors
• Franchise investment models
• Multi-city showroom rollouts

Key Skills & Competencies

• Strong negotiation & closure skills
• Deep understanding of franchise economics & ROI
• Strategic thinking with execution capability
• Excellent communication, presentation, and leadership skills
• Ability to operate in founder-driven, fast-scaling environments

Compensation & Growth

• Senior leadership compensation (Fixed + Performance-linked incentives)

Attractive incentives on:

• Franchise signings
• Revenue milestones
• Territory expansion
• Long-term growth into CEO - Furniture Vertical