sales head (retail & modern trade)

Job Title: Sales Head (Retail & Modern Trade)

Location: Mumbai

Industry: Luxury Perfumes

About Scentials World

Scentials is a premium luxury perfume brand that embodies elegance and sophistication through its exquisite fragrance collections. With a commitment to excellence, we are expanding our retail and modern trade presence across India. We seek a dynamic Sales Head to drive this growth and establish our brand as the top choice among premium consumers.

Role Overview

The Sales Head will play a pivotal role in expanding Scentials' footprint in the luxury perfume segment. The ideal candidate will be responsible for leading sales growth, strengthening market penetration, and forming strategic partnerships across retail and modern trade channels. This leadership position demands a visionary strategist who can drive revenue while maintaining the brand’s exclusivity and premium positioning.

Key Responsibilities

Channel Partner Expansion & Management:

Develop and nurture strong relationships with super stockists, distributors, retail partners, and key accounts to ensure seamless sales execution across regions.
Drive primary sales through these channels and implement sales strategies to maximize market reach.
Identify and onboard new retail partners to expand distribution.
Collaborate with merchandising teams to optimize in-store presence and promotional activities.

Sales Performance & Goal Attainment:

Achieve and exceed sales targets in alignment with management’s strategic objectives.
Implement sales forecasting models to drive data-driven decision-making.
Develop and monitor key performance indicators (KPIs) to track growth and sales performance.

Team Leadership & Development:

Lead, mentor, and manage a high-performing sales team across multiple regions.
Conduct regular training sessions to enhance team expertise in luxury sales and market dynamics.
Develop incentive structures to drive sales productivity and motivation.

Requirements

10-15 years of experience in luxury retail sales, preferably in perfumes, cosmetics, or high-end lifestyle products.
Proven track record of scaling sales in the retail and modern trade sector.
Strong network within premium retail chains, department stores, and modern trade channels.
Excellent leadership, negotiation, and communication skills.
Strategic mindset with an ability to drive revenue growth while maintaining brand integrity.
Willingness to travel extensively across India.

Why Join Us?

Opportunity to lead and shape the sales strategy for a growing luxury brand.
Work in a dynamic, high-end market with premium products and clientele.
Competitive compensation with performance-based incentives.

Screening Questions and Ideal Answers

1. Can you walk us through your experience in luxury retail sales, particularly in perfumes, cosmetics, or high-end lifestyle products?

Ideal Answer: “I have over 12 years of experience in luxury retail sales, having worked with premium brands in perfumes and cosmetics. My expertise includes building strong retailer relationships, launching new products, and driving revenue growth through strategic sales initiatives.”

2. How have you successfully expanded distribution networks in the retail and modern trade sectors?

Ideal Answer: “In my previous role, I expanded the distribution network by onboarding 20+ high-end retail stores and securing partnerships with leading department store chains. I implemented data-driven territory mapping to identify high-potential markets.”

3. Can you share an example of how you achieved significant sales growth in a previous role?

Ideal Answer: “At my previous company, I implemented a structured sales strategy that increased revenue by 35% in two years. This included optimizing trade promotions, improving retailer engagement, and introducing targeted marketing campaigns.”

4. What strategies do you use to build and maintain relationships with distributors and retail partners?

Ideal Answer: “I focus on transparent communication, frequent engagement, and value-driven partnerships. By offering exclusive promotions and co-branded marketing efforts, I ensure mutual growth for both the brand and retail partners.”

5. How do you ensure that sales teams remain motivated and aligned with company goals?

Ideal Answer: “I believe in goal-oriented incentives, continuous training, and strong team engagement. In my previous role, I introduced a performance-based incentive program that boosted sales productivity by 20%.”

6. How comfortable are you with extensive travel for business expansion?

Ideal Answer: “Traveling is a crucial part of expanding and managing retail partnerships. I have previously handled multi-region sales operations and am comfortable with extensive travel as needed.”