Retail Head

Core Mandate :

Own offline PMF for sofas, build a profitable and repeatable store model, and create the playbook for scaling from 6 to 100 stores.

Key Responsibilities :

1. PMF & Unit Economics Ownership (0- 1)

- Own store-level unit economics (revenue/sqft, contribution margin, payback period)

- Identify the right price-product-experience equation for sofas in offline retail

- Drive rapid experimentation across stores to improve conversion, ticket size, and margins

- Define what a "winning store" looks like before scaling

2. Store Strategy & Expansion (3 - 6 Stores)

- Identify and launch the next set of high-potential pilot stores

- Optimize store size, layout, and catchment selection

- Ensure each new store is a learning lab, not just an expansion

3. Retail Experience & Conversion

- Build a high-conversion selling environment for sofas (assisted selling, comfort trials, storytelling)

- Solve for walk-in - engagement - conversion - upsell journey

- Drive higher average order value (AOV) and cross-category attachment

4. Category Collaboration (Sofas)

- Work closely with the Category Lead to:

i. Refine assortment (design, price points, SKUs)

ii. Solve for demand gaps and customer feedback loops

iii. Align product-market insights with store performance

5. Playbook Creation for Scale

- Document and standardize:

i. Store economics benchmarks

ii. Location selection criteria

iii. Store design & VM principles

iv. Sales processes and staffing model

- Build a replicable retail engine ready for 10x expansion

6. Team & Execution

- Build a lean, high-ownership team across stores

- Drive a culture of experimentation, speed, and accountability

- Implement strong weekly review mechanisms and dashboards

What We're Looking For :

- Experience 8-15 years in retail, D2C, or consumer businesses

- Experience in launching or scaling new retail formats/categories

- Background in furniture, home, lifestyle, or high-involvement categories preferred

- Capabilities

i. Strong understanding of store unit economics and retail metrics

ii. Ability to operate in ambiguity and rapid test-learn environments

iii. Sharp eye for consumer behavior and conversion drivers

- Hands-on approach equally comfortable in store walkthroughs and strategy rooms

- Mindset

i. Builder mentality: enjoys 0- 1 journeys over steady-state roles

ii. Highly analytical with strong execution bias

iii. Comfortable taking bold calls with incomplete data

iv. Obsessed with cracking PMF before scaling

Success Metrics (First 6-12 Months) :

- Scale from 3 - 6 stores with clear learning agenda

- Achieve consistent store-level unit economics benchmarks

- Improve conversion rates, AOV, and revenue per sq. ft.

- Define a clear PMF signal for sofa category in offline

- Build a scalable store playbook ready for 10x rollout

Why This Role Matters :

- Opportunity to build a new category for the brand, not just operate one

- Direct ownership of solving one of the highest value categories in home retail

- Be the architect of a model that could scale to 100 stores nationally

Experience : 8-15 years