Offline Sales Head

Job Title: Offline Sales Head

Location: Hybrid (includes travel as & when needed)

About Us

Nurturing Green (a brand featured in Shark Tank India Season-4) is India’s leading gardening lifestyle brand, specializing in products that bring greenery into homes, offices, and everyday life. With a strong presence across retail, e-commerce & quick commerce channels, we aim to make gardening accessible, stylish, and sustainable for all

Role Overview

We are looking for a highly driven Offline Sales Head to lead and scale our offline business across India. The role encompasses ownership of Modern Trade, Business Development (for Retail & other channels), Corporate Sales, and future channels such as General Trade, Institutional Sales, Franchisee, etc. This role also owns all forms of business development across the offline ecosystem — retail, GT, institutional, franchisee and any new offline opportunities.

This leader will be responsible for driving sales, owning the offline P&L, leading business development, and expanding channels across India.

Role & Responsibilities:

1. Modern Trade (SIS)

Partner Relationship Management

• Build and nurture strong relationships with all key MT partners and category teams.
• Conduct regular partner meetings to review performance, opportunities, and challenges.
• Drive range expansion, new listings, and introduction of new product lines.
• Negotiate for better shelf space, end-caps, visibility, and store-level activations.
• Co-create joint business plans (JBP) to scale sales, visibility, and coverage.

Sales Management

• Develop & implement sales strategies to achieve revenue targets & maximize sales growth.
• Track daily/weekly performance and drive corrective actions.
• Conduct structured sales reviews and coach the team.
• Ensure strong sales MIS, dashboards, and forecasting.

Business Planning & Visibility

• Ensure high-quality displays, brand presence, and VM consistency across MT & SIS.
• Drive store-level initiatives, displays, activations & visibility improvements.
• Review store execution quality regularly and drive continuous improvement.

Inventory & Stock Health

• Oversee inventory planning, replenishment, and stock rotation.
• Maintain optimal stock availability across outlets.
• Implement effective stock management practices to minimize stockouts, overstocking, and shrinkage

Team Leadership

• Lead the field team through Area/Regional Managers; ensure strong execution at stores.
• Define KPIs, performance targets & capability expectations for the retail team.
• Ensure effective training frameworks for product knowledge and customer service.
• Strengthen team capability and improve on-ground discipline & execution quality.

2. Retail Business Development

• Identify and onboard new retail partners such as D-Mart, Modern Bazaar, Army Canteens, Broadway etc.
• Evaluate channel potential, negotiate terms, and drive expansion.
• Build business plans and revenue projections for each new partner.
• Scale Nurturing Green’s footprint across national & regional chains.

3. Corporate Sales Leadership

• Lead and revamp the Corporate Sales vertical end-to-end.
• Establish revenue targets, customer segments, and GTM strategy for corporate sales.
• Guide the Corporate Sales Manager to build pipelines, proposals, and closures.
• Create strategies for corporate gifting, institutional orders, and festive demand.
• Achieve corporate sales targets and drive repeat business.

4. Future Channels: GT, EBO, Institutional & Franchisee

• Conduct PMF, category scoping, and feasibility studies for new channels
• Build GT/EBO/Institutional/Franchisee operating models and launch plans.
• Identify distributors, stockiest, nurseries, and institutional partners.
• Establish SOPs, sales processes, and performance metrics for new channels.

5. P&L Ownership & Business Strategy

• Own the offline business P&L — revenue, margins, and profitability.
• Build AOP, forecasting, and monthly business reviews.
• Optimize trade spends, manpower cost, and operational efficiency.
• Make data-backed decisions to improve productivity and ROI.

6. Leadership & Team Management

• Lead teams across MT/SIS sales, corporate sales, and future channels.
• Set KPIs, track performance, and implement structured coaching.
• Build a culture of ownership, hustle, agility, and customer-first mindset.
• Work closely with Supply Chain, NPD etc to ensure product availability, new launches, and demand planning are aligned with offline channel needs.

Qualifications and Requirements:

• Bachelor’s degree required; MBA preferred.
• 8 - 15 years of experience leading offline sales, MT, retail operations, and channel development.
• Proven experience with major MT chains; ability to build new retail channels.
• Proven track record of achieving sales targets and driving overall business growth
• Strong commercial and P&L ownership experience across offline channels
• Experience leading multi-layered sales teams; startup exposure preferred.
• Strong leadership skills with the ability to inspire and motivate teams.
• Excellent communication, negotiation, and relationship-building skills.
• Strategic thinker with analytical abilities and problem-solving skills.
• Ability to thrive in a fast-paced environment and adapt to changing market dynamics.