Chief Sales Officer - Retail

The Chief Sales Officer (CSO) is responsible for driving overall sales strategy, revenue growth, profitability, and customer experience across all retail channels.

Key Responsibilities:

1. Sales Strategy & Revenue Growth:

- Develop and execute the organization's sales strategy aligned with business objectives.

- Deliver annual and long-term revenue, profitability and market share targets.

- Drive Same Store Sales Growth (SSSG) across all retail locations.

- Lead new store sales planning, launch readiness and accelerated store ramp-up.

- Identify opportunities for business expansion, new markets and emerging customer segments.

- Review sales performance regularly and implement corrective actions wherever required.

2. Commercial Excellence:

- Drive achievement of sales budgets across all stores and business verticals.

- Improve Average Bill Value (ABV), conversion ratios and overall sales productivity.

- Ensure optimum product mix across Gold, Diamond, Platinum and other categories.

- Protect gross margins through disciplined discounting, pricing and inventory utilization.

- Build a strong performance management culture with data-driven decision making.

3. Customer Experience & Brand Excellence:

- Champion exceptional customer experience across every customer touchpoint.

- Drive customer acquisition, loyalty and repeat business.

- Improve DPP enrolment and customer engagement initiatives.

- Ensure timely closure of customer complaints and service recovery.

4. Retail Operations Leadership:

- Provide strategic direction to Regional Managers, Store Heads and the sales leadership team.

- Standardize retail processes and ensure consistent execution across stores.

- Monitor store productivity, staffing effectiveness and operational efficiency.

- Review sales analytics and implement initiatives to improve business performance.

- Ensure stores consistently meet customer service and visual merchandising standards.

5. People Leadership:

- Build a high-performance sales culture focused on accountability and customer centricity.

- Coach, mentor and develop future sales leaders.

- Drive employee engagement and retention within the sales function.

- Improve sales productivity through capability development and structured training interventions.

- Partner with HR to strengthen talent acquisition, succession planning and leadership development.

6. Cross-functional Leadership:

- Work closely with Marketing to maximize campaign effectiveness and customer acquisition.

- Partner with Merchandising and Supply Chain to ensure optimum product availability and category performance.

- Collaborate with Finance to improve profitability and business planning.

- Support HR in strengthening performance management and sales capability development.

- Drive organization-wide strategic initiatives requiring cross-functional collaboration.

7. Governance & Business Planning:

- Prepare annual sales plans, budgets and business forecasts.

- Monitor key business indicators and present performance updates to the Board and Executive Leadership Team.

- Ensure compliance with organizational policies, statutory requirements and internal controls.

- Leverage technology and analytics to improve decision making and operational efficiency.

Candidate Profile:

Qualification:

- MBA or Postgraduate in Sales, Marketing, Retail Management or Business Administration from a reputed institution.

Experience:

- 18- 25 years of progressive experience in retail sales leadership.

- Minimum 8 - 10 years in a senior leadership role managing multi-location retail operations.

- Experience in Jewellery, Luxury Retail, Fashion, Consumer Durables or Large Retail formats preferred.

- Proven track record of leading large sales teams and consistently delivering profitable growth.