Head - B2B Sales - Luxury Retail/HoReCa

3 weeks ago

Gurugram, India Careerpage Full time

Head of Business-to-Business (B2B) Sales


Key Responsibilities:

1. Strategic Planning & Execution:

- Develop and implement comprehensive B2B sales strategies for each category (Furniture Sales, Corporate, AID, and HoReCa) to achieve annual sales targets and market expansion goals.

- Define market segmentation, positioning, and targeting strategies for each segment to maximize market penetration.

- Align B2B strategies with overall corporate goals and work closely with the COO to ensure they support brand vision and growth trajectory.

2. Team Leadership and Development:

- Lead, mentor, and develop a team of sales managers and account executives, fostering a high-performance culture within the B2B team.

- Set clear goals, KPIs, and performance metrics for team members, monitoring progress and providing regular feedback.

- Conduct regular team meetings and training sessions to enhance sales skills, product knowledge, and industry awareness.

3. Category-Specific Responsibilities:

- Furniture Sales: Develop strategies to expand presence in the luxury furniture market, targeting HNIs.


- Collaborate with Product Development and Inventory teams to ensure stock alignment with market demand.

- Corporate Gifting: Establish relationships with corporate clients to supply luxury home decor and gift items. Tailor offerings to client needs and negotiate corporate contracts and partnerships.

- AID (Architects & Interior Designers): Build a network within the architectural and design community, positioning as a premier supplier for design projects.


- Work with the marketing team on collaborative events and workshops to enhance industry relationships.

- HoReCa (Hotels, Restaurants, Cafs): Identify and secure partnerships with key hospitality industry players, focusing on providing furniture and decor solutions to luxury hotels, restaurants, and cafes. Ensure products meet industry specifications and standards.

4. Business Development & Client Relationship Management:

- Build and maintain strong relationships with key stakeholders and clients, serving as the primary point of contact for major B2B accounts.

- Identify and pursue new business opportunities, including potential clients, partnerships, and collaborations that align with our offerings.

- Lead contract negotiations and close high-value deals with a focus on long-term, mutually beneficial relationships.

5. Sales Forecasting & Financial Planning:

- Prepare and manage the annual budget for the B2B segment, tracking expenses and ensuring alignment with revenue goals.

- Conduct sales forecasting and demand planning to optimize inventory management and support strategic decision-making.

- Monitor and analyze sales metrics, adjusting strategies as needed to drive revenue and profitability across all categories.

6. Market Research & Competitive Analysis:

- Stay informed of industry trends, market conditions, and competitive landscape to identify growth opportunities and refine sales strategies.

- Conduct regular market analysis and competitor benchmarking, providing insights and recommendations to enhance market position.

- Collaborate with the marketing team to develop targeted campaigns, promotional strategies, and market positioning initiatives.

7. Collaboration & Cross-functional Alignment:

- Work closely with Product, Marketing, Inventory, and Finance teams to ensure alignment of sales initiatives with product availability, promotional schedules, and financial targets.

- Act as a bridge between the B2B sales team and other departments, ensuring seamless communication and alignment across the organization.

- Participate in leadership meetings and strategy sessions, contributing insights on B2B market performance, challenges, and opportunities.

8. Reporting & Performance Tracking:

- Prepare and present detailed sales reports, including insights, trends, and recommendations to the COO and other senior leadership members.

- Track and evaluate team performance using KPIs and metrics, addressing underperformance and celebrating successes.

- Continuously monitor customer feedback and satisfaction to identify areas for improvement and maintain high client retention rates.

Key Skills & Qualifications

- Experience: Minimum 15 years in B2B sales, preferably within the luxury retail, furniture, or decor sectors. Experience in each category (Furniture Sales, Corporate, AID, HoReCa) is highly desirable.

- Education: Bachelor's degree in Business, Marketing, or a related field MBA or advanced business qualifications preferred.

- Leadership Skills: Proven experience in building and leading high-performing sales teams, with excellent mentoring and people management skills.

- Industry Knowledge: Deep understanding of the luxury furniture and decor market, and strong connections with corporate, HoReCa, and design industry players.

- Strategic Acumen: Ability to devise, implement, and adjust strategic plans to align with corporate objectives and market trends.

- Relationship Building: Strong interpersonal skills, with the ability to cultivate and maintain high-level relationships with clients and industry partners.

- Analytical Skills: Proficiency in data analysis, sales forecasting, and performance tracking to inform decision-making.

- Communication Skills: Exceptional written and verbal communication skills, comfortable delivering presentations to senior stakeholders.

(ref:iimjobs.com)

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