Sales Head

3 weeks ago

Delhi, Delhi, India Fraganote Full time

Role Overview:

As the Sales Head - Offline (Modern Trade), you will lead Fraganote's offline sales strategy across large format retail, national chains, beauty stores, and regional retailers. You'll be responsible for planning, launching, and scaling the brand's physical footprint, delivering strong revenue performance, and establishing robust trade partnerships.

Key Responsibilities:

Sales Strategy & Execution

- Develop and execute the modern trade sales strategy aligned with brand and business goals.

- Identify priority cities, chains, and formats for expansion and activation.

- Drive sell-in and sell-through targets across chains and retail partners.

Business Development

- Build and grow relationships with national and regional modern trade players (e.g., Shoppers Stop, Lifestyle, Reliance Retail, Nykaa Retail etc.).

- Lead listing negotiations, planograms, and visibility planning.

- Identify opportunities for exclusive partnerships, store-in-store formats, and seasonal promotions.

Revenue & P&L Management

- Own revenue targets for offline retail and ensure healthy ROI on trade spends.

- Plan and manage budgets, trade promotions, and visibility spends.

- Analyze sell-out data, category movement, and regional trends to guide planning.

Team & Distributor Management

- Build and manage an agile field sales and key account team.

- Appoint and oversee distributors/stockists in key geographies.

- Ensure strong execution at the store level through training and performance tracking.

Retail Operations & Merchandising

- Ensure in-store compliance: planograms, shelf hygiene, branding, and tester management.

- Coordinate with supply chain for timely replenishment and stock alignment.

- Conduct periodic market visits, competitor benchmarking, and outlet audits.

Collaboration & Reporting

- Work closely with marketing, trade marketing, operations, and finance for alignment.

- Track and report key metrics like off-take, revenue per store, ROI on activations, and growth trends.

Candidate Profile:

Must-Have:

- 3+ years of experience in offline sales (modern trade essential).

- Strong network in beauty, personal care, or lifestyle retail.

- Proven track record of delivering revenue growth and building retail presence.

- Excellent negotiation, leadership, and relationship management skills.

- Analytical and data-driven decision-making.

Nice to Have:

Experience launching a brand in modern trade from scratch.

Exposure to premium or niche lifestyle brands.

Prior experience in beauty, fragrance, skincare, or wellness category.

(ref:iimjobs.com)

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