Head - Alternate Channel - Retail

Role Summary :

The incumbent will be responsible for driving revenue growth and profitability across our Alternate Channel business which includes 400+ National Chain Stores (NCS) and Value Chains (VC) and 50+ (and growing) Exclusive Brand Stores (EBO) and Institutional Channels pan-India.

Role Responsibilities :

Business Planning and Customer Engagement:

- Strategy - Prepare and execute business growth strategy for Alternate Channel in line the organization's business strategy to achieve topline and bottom-line growth.

- Customer Management - Build and maintain relationships with key customers & malls and drive Joint Business Plans with them by aligning with their marketing calendars, conducting periodic business reviews and resolving business related concerns.

- Financial Management - Drive product pricing, margins, contributions, budget management, Account Receivables, Terms of Trade and financial reconciliations/sign-offs with all the customers and malls.

- Drive store-wise profitability across all channels.

- Product Management - Drive portfolio planning, new product launches and assortment planning for all the fashion seasons across all channels.

- Brand Management - Build brand visibility through effective Visual Merchandising, excellent instore/ surround promotions and shopper brand recall.

Customer & Shopper Marketing - Based on retail and shopper insights, build and develop channel & customer marketing plans with targets to deliver on better store rankings, higher market share and higher sale conversions. Develop and execute marketing campaign strategy and analyze campaign performance.

- Monitor and evaluate discounts structure offered by key accounts and govern the policy and guidelines.

- Supply Chain Management - Drive Stock Management, Sales Forecasting, customer/ store Fill Rates and reduction in cost to serve with various initiatives across all applicable channels. Collaborate with customers and our stores to minimize Out of Stock issues.

- Market Intelligence - Educate oneself with trade information, actively track competitors' activities and market intelligence to incorporate the same in the overall strategy.

- People Management - Manage directly and indirectly a diverse team of 550+ field and corporate sales employees spread across the country. Partner with HR to hire and retain the right talent and drive their capability development in alignment with the business strategy.

- Interfunctional Collaboration - Work closely with Branch Sales team and other enabling functions such as HR, Finance, Marketing, Sales Planning etc. to ensure seamless business operations.

- Travel extensively across locations to build and nuture relationships with internal teams, key accounts and other business partners.

- Compliances and Audit - Drive and ensure all legal and audit compliances in Alternate Channel operations.

Business Development :

- Responsible to add potential & strategic Key Accounts as selling partners.

- Responsbile to check new market viability for EBO expansion.

- Plan and develop strategy on BTL activities agreement with each Key Account and respective malls as applicable.

- Introduce new product line/brand/SKU in the assigned Key Accounts and Exclusive stores to drive business growth.

Experience and skillsets required :

- Experience in managing a team in a reputed Apparel/Retail Company handling Large Format Store and EBO Sales Operations.

- Extensive knowledge of marketing and brand plans across this channel.

- Proven history of excellent project management, delivery, sets clear priorities and meets deadlines.