We are looking for a visionary and results-driven Head of Retail to lead and scale our retail business for a fast-growing IT software product organization. This is a business-critical leadership role, responsible for driving sustained retail revenue growth, strengthening channel ecosystems, unlocking exponential growth via e-commerce platforms, and building a high-performance sales organization aligned with the company's long-term product and market vision.

The role demands a leader who can blend strategic thinking with execution excellence, understands evolving retail and channel dynamics, and can translate market insights into scalable Go-To-Market strategies.

Key Responsibilities

Strategic Leadership & Business Growth

- Define and execute the overall retail sales strategy to drive year-on-year revenue growth and market share expansion.

- Continuously assess market trends, customer behavior, competitive landscape, and regulatory environment to refine business strategies.

- Identify and capitalize on new growth opportunities across geographies, channels, and customer segments.

- Periodically review business performance and pivot strategies in response to changing market dynamics.

Go-To-Market & Product Alignment

- Own the Go-To-Market (GTM) strategy for retail, ensuring strong alignment with product roadmap and positioning.

- Collaborate closely with the Chief Product Officer (CPO) and cross-functional teams to ensure retail feedback informs product innovation and packaging.

- Drive successful launches of new products, features, and pricing models in the retail ecosystem.

Channel, Distribution & Supply Chain Excellence

- Build and scale a robust retail and channel partner ecosystem, including distributors, resellers, and large-format retailers.

- Establish effective mechanisms for channel governance, performance tracking, and partner enablement.

- Oversee supply chain coordination to ensure product availability, optimal inventory levels, and service excellence.

Online & E-commerce Sales Growth

- Own and scale the online sales strategy across leading e-commerce platforms and digital marketplaces, ensuring consistent revenue growth, brand visibility, and profitability.

- Drive marketplace excellence through listing optimization, pricing strategy, promotions, demand forecasting, and inventory coordination with internal and external stakeholders.

- Collaborate with Digital Marketing, Product, and Operations teams to optimize conversion, customer experience, renewals, and lifecycle value across online channels.

- Leverage data and analytics to continuously improve traffic-to-conversion, ROAS, customer acquisition cost, and repeat purchase rates.

Sales Operations & Financial Governance

- Develop and manage sales budgets, forecasts, and operating plans with strong financial discipline.

- Track key metrics related to revenue, productivity, cost optimization, and ROI.

- Implement systems and dashboards to monitor sales performance, pipeline health, and conversion effectiveness.

People Leadership & Capability Building

- Build, mentor, and lead a high-performing retail sales organization across regions.

- Drive talent strategies including recruitment, onboarding, training, succession planning, and retention.

- Design and execute motivational and incentive frameworks to consistently exceed performance expectations.

- Establish clear performance standards and conduct regular performance reviews for teams and channel partners.

Governance & Stakeholder Management

- Set and enforce performance benchmarks and SLAs for internal teams and external partners.

- Act as a senior representative of the organization with key partners, industry bodies, and stakeholders.

Key Performance Indicators (KPIs)

- Retail revenue growth and profitability

- Market and customer base expansion

- Customer engagement and retention metrics

- Lead-to-opportunity and conversion ratios

- Product adoption and performance in retail channels

- Sales team productivity and channel effectiveness

Candidate Profile

Education

- An Executive MBA or Certification from IIM-C, ISB, or IIM-A in Retail Management.

- Bachelor's degree in Computer Science / Information Technology is an added advantage

- Equivalent practical experience will be considered.

- An Executive MBA or Certification from IIM-C, ISB, or IIM-A in Retail Management.

Skills

- Strategy & Tech: "Phygital Strategy," "AI-enabled decision making," "Prescriptive Analytics."

- Marketing: "Shopper Marketing," "Digital Consumer Journey," "Personalization at Scale."

- Operations: "Quick Commerce Strategy," "Omnichannel Logistics," "ROI-focused Retail Metrics."

Experience

- Looking for 8-12 years of progressive experience in Retail Sales, Marketing, or Business Leadership, who has pivoted from traditional store operations into a digital-first role.

- Minimum 5+ years in a senior leadership role, managing large teams and multi-region retail operations

- Proven track record of scaling retail businesses and driving sustainable growth

Core Competencies

- Strategic thinking and commercial acumen

- Deep understanding of retail and channel ecosystems

- Strong people leadership and organizational building skills

- Data-driven decision-making and execution excellence

- Exceptional stakeholder management and communication skills