Job Purpose
The Sales Head – Retail will lead the business for PAN India, driving revenue growth, market penetration, and profitability across Birla Pivot’s retail segment. The role is responsible for shaping and executing the national-level business strategy across multiple categories to deliver both top-line and bottom-line growth. The position demands a digital first approach, multi category experience, stakeholder management, working closely with dealers, influencers. The Sales Head will also ensure compliance with all national-level legal, operational, and administrative requirements, maintaining the highest standards of governance. A key aspect of the role is team leadership building, mentoring, and empowering a high performance team to achieve sales, service, and operational goals. The incumbent will develop tactical and strategic plans for PAN India, aligning them with Birla Pivot’s national retail objectives, while constantly innovating to increase market share, enhance dealer satisfaction, and drive adoption of digital tools for business growth.
Key Accountabilities & Support Actions
Business Growth & Revenue Delivery
• Own and deliver the region P&L covering both private label categories and traded materials.
- Achieve revenue and margin targets through a strong dealer network, influencer engagement, and retail activations.
- Drive trading business along with private label growth across tiles, bath ware, plywood, and other categories.
- Plan and execute monthly schemes, dealer engagement programs, and targeted promotions to maximize demand.
Channel & Dealer Management- Build and strengthen relationships with dealers, retailers, contractors, and influencers to ensure sustained transactions.
- Increase dealer productivity and wallet share through multi-category dealing, digital order enablement and adoption of Birla Pivot’s platforms.
- Ensure timely resolution of dealer/customer issues to maintain high satisfaction and loyalty.
Logistics Fulfilment & Supply Chain
- Build logistics and supply chain network along with the central logistics team for PAN India and categories being served.
- Maintain compliance with all national-level operational and administrative regulations.,
Market Development & Strategy
- Identify market gaps and growth opportunities through data analysis and market mapping.
- Support new market entry and expansion plans within the regions.
- Increase penetration in existing markets through targeted sales drives and influencer activations.
Program Management & Operations Excellence
- Drive digitization in the pre-order and order fulfilment process, enhancing dealer self-service and reducing manual intervention.
- Collaborate with cross-functional teams (Tech, Product, Category, Finance) to ensure seamless execution of retail initiatives.
- Monitor key operational KPIs, ensuring continuous process improvement.
Team Leadership & People Development
- Build, mentor, and retain a high-performance regional teams across sales, operations, and support functions.
- Set clear goals, track performance through defined KPIs, and foster a culture of accountability and achievement.
Qualifications & Skills
- Educational Qualification: MBA with 10+ years of relevant experience in Retail, Building
Materials, preferably from tiles, bathware or wood industry.
- Strong P&L management and business acumen.
- Proven ability in dealer relationship management and sales channel growth.
- Experience in logistics and supply chain planning.
- Strong leadership and team management skills.
- Excellent communication, negotiation, and networking abilities.
- Ability to translate strategy into actionable execution plans.
