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.