National Sales Head

Job Description: Head of Sales (Jewellery)

Job Title: Head of Sales / General Manager – Sales

Industry: Luxury Jewellery / Retail

Location: Mumbai, Maharashtra

Experience: 12–18 Years (Significant experience in Luxury Retail or High-Value Jewellery is mandatory)

Reports To: CEO / Managing Director

Direct Reports: Store Managers, Area Sales Managers, Corporate Sales Team

About the Company

[Insert Company Name] is a distinguished name in the Indian jewellery sector, renowned for our [e.g., Heritage Jadau / Contemporary Diamond / Bridal Gold] collections. Headquartered in Mumbai, we serve a clientele that values purity, design, and exceptional service. We are looking for a seasoned sales leader to drive our revenue growth and elevate the in-store customer experience.

Role Summary

The Head of Sales will hold complete ownership of the P&L for the sales division. You will be responsible for driving top-line growth across all sales channels (Retail Showrooms, Private Exhibitions, and HNI Clienteling). This role requires a leader who is deeply connected to the Mumbai luxury market and understands the nuances of selling high-value assets.

Key Responsibilities (KRAs)1. Strategic Sales Planning & Revenue Management

• Target Ownership: Develop and execute annual sales strategies to meet and exceed revenue targets for the Mumbai region (and pan-India if applicable).
• Forecasting: Analyze sales data, seasonal trends (Wedding Season, Diwali, Dhanteras), and market conditions to forecast sales and set realistic yet aggressive targets for store teams.
• Conversion Optimization: Monitor footfall-to-conversion ratios and Average Transaction Value (ATV). Implement strategies to upsell and cross-sell (e.g., Diamond conversion from Gold customers).

2. Retail Operations & Customer Experience

• Store Excellence: Ensure all showrooms maintain 7-star luxury standards regarding visual merchandising, staff grooming, and hospitality.
• Inventory Management: Collaborate with the Merchandising team to ensure the right product mix (stock-turn ratio) is available at the right location based on local demographics (e.g., Bandra vs. Zaveri Bazaar vs. Ghatkopar).
• SOP Compliance: Enforce strict adherence to sales SOPs, discounting policies, and billing procedures to prevent shrinkage and ensure compliance.

3. High Net-Worth (HNI) Clienteling & CRM

• Relationship Management: Personally oversee relationships with the top 100 ultra-HNI clients of the brand.
• Loyalty Retention: Drive the CRM strategy to reactivate dormant clients and increase the frequency of purchase from existing loyalists.
• Closing: Step in to assist the team in closing high-ticket sales (Bridal sets/Solitaires) during critical negotiations.

4. Team Leadership & Development

• Mentorship: Lead, coach, and motivate a team of Store Managers and Sales Executives.
• Training: Identify skill gaps and conduct regular training on product knowledge (4Cs of Diamonds, Gold Purity), negotiation skills, and luxury etiquette.
• Incentive Structure: Design and manage performance appraisal systems and lucrative sales incentive programs to retain top talent.

Candidate Requirements Experience & Education

• Experience: Minimum 12+ years in Sales, with at least 5-7 years in a leadership role within the Jewellery or Luxury Retail (Watches, High-End Fashion, Automobiles) sectors.
• Education: MBA or Post Graduate Diploma in Sales/Marketing is preferred.
• Certification: Gemology certification (GIA/IGI) is a significant advantage.

Skills & Competencies

• Market Knowledge: Deep understanding of the Mumbai jewellery market, including competitor pricing (Tanishq, regional giants, boutique designers) and consumer psychology.
• Language: Fluency in English and Hindi is mandatory. Proficiency in Gujarati or Marathi is highly desirable for local trade relations.
• Commercial Acumen: Strong grasp of P&L, stock-turn ratios, and retail math.
• Trust & Integrity: Unblemished track record of handling high-value inventory and cash transactions.

Key Performance Indicators (KPIs)

• Achievement of Monthly/Quarterly Sales Targets.
• Year-on-Year (YoY) Growth in Same-Store Sales.
• Customer Retention Rate and New Client Acquisition.
• Reduction in Dead Stock through strategic pushing of aged inventory.

Compensation

• Fixed Component: Competitive Market Standards (Commensurate with experience).
• Variable Pay: Aggressive performance-linked incentives based on target achievement.

Job Types: Full-time, Permanent

Pay: ₹1,200,000.00 - ₹1,899,264.47 per year

Work Location: In person