Vice President — Sales

Vice President – Sales | Shop-in-Shop & Retail Expansion

Location: Mumbai – On-site
Experience: 10+ Years
Industry: Jewellery – Fine / Diamond / Gold / Lab-Grown
Reporting To: Founder

Role Summary

We are looking for an experienced Vice President – Sales / Sales Head / Business Head – Retail to lead Shop-in-Shop (SIS), MBO, Franchise and Retail Expansion across Mumbai, Gujarat, NCR, Bengaluru, Hyderabad and Tier-1 South India.

The ideal candidate will have 10+ years of sales experience, with at least 6 years in the jewellery industry, and a proven track record of building multi-city jewellery retail networks, SIS counters, franchise networks or MBO channels.

This is a highly execution-oriented role. The candidate must have personally acquired retail partners, negotiated commercial structures, opened counters and driven counter-level revenue and sell-through.

Key Responsibilities

1. Shop-in-Shop & Retail Expansion

• Build and manage the SIS / Shop-in-Shop / MBO / Franchise retail expansion pipeline.
• Identify, pitch and onboard jewellery retailers, chains, large-format retail partners and strategic retail accounts.
• Drive the complete partner acquisition cycle – lead generation, pitch, commercial negotiation, agreement, store setup and go-live.
• Expand the retail network across Mumbai, Gujarat, NCR, Bengaluru, Hyderabad and Tier-1 South India.
• Negotiate margin, minimum guarantee (MG), revenue share, investment split, consignment, lock-in and exit terms.
• Own the retail rollout calendar and ensure timely opening of counters.

2. Counter Revenue & Productivity

• Own sell-through and counter productivity, not merely sell-in.
• Drive counter-level KPIs including:
  • Revenue
  • Conversion
  • ATV / Average Transaction Value
  • Stock Turn
  • Inventory Ageing
  • Sell-through
  • Gross Margin
• Conduct monthly Partner Business Reviews (PBRs) based on actual sales and profitability data.
• Identify underperforming counters and implement corrective action within 90 days.
• Take decisions on counter continuation, restructuring or closure based on performance.

3. Commercial & Inventory Management

• Manage consignment, buyback, exchange, margin and revenue-share structures.
• Drive assortment planning based on geography, customer profile and price bands.
• Manage inventory rotation, stock ageing and inventory productivity.
• Control margin leakage through effective commercial and inventory management.
• Own partner receivables and commercial collections.

4. Team Building & Leadership

• Build and manage a distributed field sales / retail expansion team of 8–12 members within 12 months.
• Recruit, train and manage Area Sales Managers, Business Development Managers and Retail Sales personnel.
• Develop sales scripts, partner acquisition processes and training modules.
• Train and influence partner-employed retail staff to deliver the required sales performance.
• Establish sales targets, review mechanisms and performance KPIs.

5. Revenue & Business Development

• Own an annual sales/revenue target of ₹25 Cr+.
• Build a scalable B2B / B2B2C jewellery retail network.
• Develop relationships with jewellery chains, retailers, large-format buyers and strategic retail partners.
• Drive new market and city expansion.
• Develop long-term strategic retail partnerships for sustainable revenue growth.

6. Flagship Store & Brand Expansion

• Support the Founder in flagship store rollout and retail strategy.
• Provide weekly sales and expansion reports to the Founder.
• Provide field intelligence to Design, Merchandising, Marketing and Product teams.
• Identify market trends, customer preferences, competitor activity and regional assortment opportunities.

Mandatory Requirements

• 10+ years of total sales experience.
• Minimum 6+ years of experience in the Jewellery / Fine Jewellery / Diamond / Gold / Lab-Grown Jewellery industry.
• Proven experience in Shop-in-Shop (SIS), MBO, Franchise, Retail Expansion or Multi-City Retail Network development.
• Must have personally built and expanded a retail/counter network, rather than only managing an inherited network.
• Strong existing relationships with Indian jewellery retailers, jewellery chains and large-format retail buyers.
• Proven track record of managing and achieving ₹25 Cr+ annual revenue/sales.
• Experience hiring and managing a distributed field sales team of 8+ members.
• Strong knowledge of consignment, margin negotiation, buyback, revenue share, minimum guarantee and retail commercial structures.
• Strong understanding of inventory rotation, stock ageing, sell-through and counter productivity.
• Excellent negotiation, business development and partner management skills.
• Mumbai-based or willing to relocate immediately.

Preferred / Advantage

• Experience launching a new jewellery brand through an existing retail network.
• Lab-Grown Diamond / LGD category experience.
• Strong relationships with large-format jewellery retailers and retail chains.
• Experience in multi-city retail expansion.
• Experience working in a founder-led / entrepreneurial company with revenue below ₹100 Cr.
• Experience scaling SIS / franchise / MBO models from the ground up.