Lead Retail

Aditya Birla Group; Uttar Pradesh; Presencial; INR 2.500.000 - 6.000.000; Jornada completa

Descripción de la vacante

Aditya Birla Group seeks a senior business development leader for its modular kitchens vertical in India. You will shape retail strategy, expand networks of exclusive brand outlets and franchise formats, and align offerings with regional customer needs.

You will guide market intelligence, channel governance, and revenue growth across multiple regions. You will build a high-performing team, coordinate with marketing and operations, and ensure brand standards and efficient go-to-market execution.

Formación

• Experience in developing retail strategy for consumer brands.
• Ability to identify markets, partners, and growth opportunities.
• Strong analytics for demand forecasting and category planning.
• Proven leadership of cross-functional teams across sales, marketing, and operations.

Responsabilidades

• Drive retail strategy and planning to penetrate markets and grow revenue for modular kitchens.
• Expand retail networks including EBOs, franchises, and shop-in-shop formats with phased rollouts.
• Gather market insights and tailor formats and offerings by geography.
• Define store formats, layouts, and customer experience standards.
• Forecast sales by region and format; align inventory with demand.
• Identify and onboard strategic retail partners; set performance metrics.
• Monitor store KPIs and implement continuous improvements.
• Build and optimize a high-performing channel partner ecosystem with clear governance.
• Develop a channel development roadmap and define partner types and roles.
• Onboard and enable partners with training, branding, and CRM access.
• Allocate territories, prevent channel conflict, and monitor regional performance.
• Foster strong partner relationships and handle escalations.
• Ensure brand standards, pricing policies, and audits across partners.
• Drive sustainable revenue growth through plan execution and promotions.
• Set and track sales targets by region, channel, and product category.
• Forecast revenue and manage budgets for profitability across channels.
• Track performance across retail, franchise, and distribution channels.

Conocimientos

Retail Strategy

Channel Development

Market Insights

Sales Forecasting

Team Leadership

Brand Collaboration

Descripción del empleo

Job Purpose: To drive the strategic growth and market penetration of the Kitchen vertical by identifying business opportunities, building a strong retail and channel partner network, and delivering sustainable revenue through innovative go-to-market strategies. The role is responsible for establishing the brand’s presence in specific markets, aligning product offerings with customer needs, and ensuring operational excellence across all business development initiatives.

Key Result Areas/Accountabilities

Supporting Actions

Retail Strategy & Planning

• To develop and implement a robust retail strategy that ensures market penetration, brand visibility, and revenue growth for the Modular Kitchens vertical

Retail Network Expansion

• Identify high-potential markets and define a phased rollout plan for exclusive brand outlets (EBOs), franchise stores, and shop-in-shop formats.
• Set annual targets for store openings and ensure timely execution.

Market & Consumer Insights

• Conduct market research to understand regional preferences, pricing sensitivities, and competitor positioning.
• Use insights to tailor retail formats and product offerings specific to geographies

Retail Format Strategy

• Define store formats, size, layout, and customer experience standards aligned with brand positioning.
• Collaborate with design and marketing teams to ensure consistency across locations.

Sales Forecasting & Planning

• Develop sales projections by region and retail format.
• Align inventory planning and supply chain with retail demand forecasts.

Retail Partner Strategy

• Identify and onboard strategic retail partners and franchisees.
• Define partner performance metrics, incentive structures, and support systems.

Performance Monitoring

• Track store-level performance against KPIs such as footfall, conversion rate, average ticket size, and customer satisfaction.
• Recommend corrective actions and continuous improvements.

Channel Development

To build, expand, and optimize a high-performing channel partner ecosystem that drives sales, enhances market reach, and ensures consistent brand representation across regions

Channel Strategy Formulation

• Develop a comprehensive channel development roadmap aligned with business goals and market potential.
• Define partner types (e.g., franchisees, distributors, dealers, dealer cum fabricator) and their roles in the value chain.

Partner Identification & Onboarding

• Identify and evaluate potential channel partners based on market presence, financial strength, and operational capabilities.
• Design and implement a structured onboarding process including training, branding, and systems integration.

Channel Partner Enablement

• Provide partners with sales tools, marketing support, product training, and CRM access to ensure effective customer engagement.
• Conduct regular capability-building workshops and performance reviews.

Territory Management

• Define and allocate territories to avoid channel conflict and ensure optimal market coverage.
• Monitor partner performance by region and take corrective actions where needed.

Relationship Management

• Build strong, long-term relationships with key partners to foster loyalty and collaboration.
• Act as the primary point of contact for escalations and strategic discussions.

Compliance & Brand Standards

• Ensure all partners adhere to brand guidelines, pricing policies, and service standards.
• Conduct periodic audits and feedback sessions.

Sales & Revenue Growth

To drive consistent and sustainable revenue growth by achieving sales targets, optimizing channel performance, and expanding market share in the modular kitchens segment

Sales Target Achievement

• Define and execute sales plans aligned with business goals and market potential.
• Set monthly, quarterly, and annual sales targets by region, channel, and product category.

Revenue Forecasting & Budgeting

• Develop accurate sales forecasts and align them with production and supply chain planning.
• Monitor budget utilization and ensure profitability across channels.

Channel Sales Performance

• Track and analyze sales performance across retail, franchise, and distribution channels.
• Identify underperforming areas and implement corrective strategies.

Sales Process Optimization

• Streamline lead generation, conversion, and post-sale processes to improve efficiency and customer experience.
• Leverage tools and analytics for data-driven decision-making.

Promotions & Campaigns

• Collaborate with marketing to design and execute sales promotions, seasonal campaigns, and product launches.
• Measure campaign ROI and impact on revenue.

Team Enablement

• Train and motivate the sales team and channel partners to achieve targets.
• Conduct regular performance reviews and incentive planning.
• Product & Market Intelligence: To gather, analyze, and apply market and product insights that inform strategic decisions, enhance product offerings, and ensure competitive positioning in the modular kitchens segment.

Product & Market Intelligence

To gather, analyze, and apply market and product insights that inform strategic decisions, enhance product offerings, and ensure competitive positioning in the modular kitchens segment.

Market Research & Trend Analysis

• Conduct ongoing research to identify emerging trends in kitchen design, materials, finishes, and consumer preferences.
• Analyze macroeconomic, demographic, and lifestyle shifts impacting the modular kitchen market.

Competitor Benchmarking

• Track competitor offerings, pricing strategies, retail formats, and promotional activities.
• Provide actionable insights to differentiate the brand and refine go-to-market strategies.

Customer Insights

• Gather feedback from customers, channel partners, and sales teams to understand pain points, unmet needs, and satisfaction drivers.
• Translate insights into product development and service improvement opportunities.

Product Portfolio Analysis

• Evaluate the performance of existing SKUs in terms of sales, margins, and customer feedback.
• Recommend product enhancements, new launches, or rationalization based on data.

Pricing & Positioning Strategy

• Support pricing decisions with market data and competitor analysis.
• Ensure product positioning aligns with target customer segments and brand strategy.

Reporting & Communication

• Create regular intelligence reports and dashboards for leadership and cross-functional teams.
• Present findings and strategic recommendations in business reviews and planning sessions.

Team building and leadership

To build, lead, and inspire a high-performing business development team that drives growth, fosters collaboration, and delivers on strategic objectives in the modular kitchens vertical

Team Building & Structuring

• Recruit, onboard, and structure a capable team across regions and functions (sales, channel development, retail operations).
• Define clear roles, responsibilities, and performance expectations.

Performance Management

• Set individual and team KPIs aligned with business goals.
• Conduct regular performance reviews, provide constructive feedback, and implement development plans.

Coaching & Development

• Mentor team members to enhance their skills in sales, negotiation, customer engagement, and market intelligence.
• Facilitate training programs and cross-functional learning opportunities.

Motivation & Engagement

• Foster a positive, inclusive, and goal-oriented team culture.
• Recognize and reward high performers, address challenges proactively.

Cross-Functional Collaboration

• Ensure seamless coordination between business development, marketing, product, and operations teams.
• Represent the team in strategic planning and leadership forums.

Crisis & Conflict Management

• Resolve internal conflicts and external escalations with professionalism and fairness.
• Maintain team morale during high-pressure situations or market challenges.

Cross-functional Stakeholder Management

To effectively engage, align, and collaborate with internal and external stakeholders to ensure smooth execution of business strategies, timely decision-making, and long-term relationship building in the modular kitchens vertical

Internal Stakeholder Alignment

• Collaborate with cross-functional teams including marketing, product development, supply chain, finance, and customer service to ensure alignment on business goals and execution plans.
• Facilitate regular reviews and updates to maintain transparency and accountability.

External Stakeholder Engagement

• Build and maintain strong relationships with channel partners, franchisees, vendors, architects, and designers.
• Act as the primary point of contact for strategic discussions, escalations, and partnership development.

Communication & Reporting

• Ensure timely and effective communication of business plans, performance updates, and market insights to all relevant stakeholders.
• Prepare and present business reviews, dashboards, and strategic proposals to senior leadership.

Expectation Management

• Set clear expectations with stakeholders regarding deliverables, timelines, and responsibilities.
• Proactively manage conflicts and negotiate win‑win outcomes.

Feedback Integration

• Gather feedback from stakeholders to identify gaps, improve processes, and enhance collaboration.
• Implement changes based on feedback to strengthen relationships and drive efficiency.