Sudip Sengupta

Key Responsibilities:

Retail Sales Strategy Development & Execution:
Design and implement national retail sales strategies to achieve revenue and growth objectives.
Analyze market trends, customer behavior, and competitor activity to adjust and improve retail sales tactics.
Develop initiatives to drive foot traffic, increase conversion rates, and maximize sales per square foot

Retail Network Management:
Oversee the performance of retail locations and ensure sales targets are met across regions.
Develop and optimize the retail distribution network to ensure maximum market coverage and customer engagement.
Monitor and support retail partnerships, ensuring that retail stores are well-stocked, well-staffed, and meet the company's standards.
Team Leadership & Development: Lead, manage, and develop a national team of retail managers and sales representatives.
Conduct training programs for retail staff to ensure they have the necessary skills and knowledge to excel.
Set clear performance goals and provide guidance, coaching, and feedback to enhance team performance.

Sales Forecasting & Budget Management:
Oversee accurate sales forecasting and budgeting for retail operations.
Monitor expenses related to retail sales and ensure financial targets are met within allocated budgets.
Regularly assess retail performance and make adjustments to strategy, resources, and efforts as necessary.

Customer Relationship Management:
Establish and maintain strong relationships with key retail partners, franchisees, and third-party retailers.
Lead efforts to understand customer needs and preferences to create more personalized and impactful retail experiences.
Ensure exceptional in-store customer service standards are maintained.

Brand Development & Marketing Collaboration:
Work closely with marketing teams to develop in-store promotions, advertising campaigns, and visual merchandising strategies.
Ensure that the brand image is consistently presented across all retail touchpoints and that retail displays are optimized for maximum sales.
Collaborate with marketing to create regional campaigns that resonate with local demographics.
Sales Performance & Reporting:
Monitor and analyze the sales performance of retail locations, identifying trends, opportunities, and areas for improvement.
Prepare regular reports for senior management on sales performance, store activities, and market conditions.
Use sales data and KPIs to refine strategies, track performance, and optimize sales processes.

Retail Operations & Compliance:
Ensure retail operations comply with company policies, procedures, and industry regulations.
Oversee the implementation of best practices in inventory management, merchandising, and store operations.
Promote and maintain high standards of health, safety, and cleanliness in all retail locations.

New Retail Location Openings & Expansions:
Lead the planning, execution, and management of new store openings and expansions.
Oversee site selection, staffing, training, and opening processes to ensure smooth integration into the national retail network.
Support efforts to enter new markets and expand the retail footprint.

Community Engagement & Competitor Monitoring
Organize regular in-store events to engage the Architect and Interior Designer (AID) community.
Build and maintain strong networks with architects, interior designers, and industry stakeholders
Monitor competitor activities and strategies within retail stores to stay ahead in the market
Launch unique retail innovations and experiences that differentiate the brand and drive customer engagement.

Key Performance Indicators (KPIs):Retail Sales Performance

1. Revenue Growth
Target: Achieve a set percentage of year-over-year (YoY) retail revenue growth.
Measure: Total retail sales revenue vs. target

2. Sales Target Achievement
Target: Meet or exceed monthly, quarterly, and annual retail sales targets.
Measure: Percentage of sales targets achieved across regions and product categories.

3. Conversion Rate Improvement
Target: Increase in-store conversion rates.
Measure: Ratio of sales to store footfall

4. Average Deal Size
Target: Increase the average value of sales per transaction.
Measure: Average sales value per customer or per transaction
Network Expansion & Operations
5. New Store Launches
Target: Successfully open and operationalize new retail locations.
Measure: Number of stores launched vs. planned.

6. Regional Performance
Target: Consistently high performance across all regions.
Measure: Regional sales data vs. targets.
Community Engagement & Competitor Monitoring

7. In-Store Events
Target: Conduct regular in-store events for the AID community.
Measure: Number of events, attendance, and leads generated

8. Competitor Analysis
Target: Stay ahead of competitors in retail strategies
Measure: Frequency of competitor monitoring and implementation of innovation

9.Customer Experience & Retention
Customer Retention:
Target: Achieve a high percentage of repeat customers
Measure: Customer retention rate and repeat purchase frequency

10.Customer Satisfaction (NPS)
Target: Achieve a high Net Promoter Score (NPS).
Measure: Customer feedback and satisfaction ratings.z

• Growth Path: Regional Manager _North and West (Joined as) -> Country Head - Sales & Business Development (Promoted to)
• Key Result Areas:
• Sales Strategies & Techniques: providing value & delivering financial outcomes by implementing high-impact sales strategies and techniques; increasing profitability, market share, and market positioning by corporate strategy and business objectives
• Cross-functional Coordination: fostering great connections internally, with the team, and with other group leaders, and understanding the demands of customers & external stakeholders like channel partners & distributors to deliver an amazing customer experience
• Market Knowledge: developing robust market knowledge of existing & potential clients & partners and ensuring business growth opportunities are aligned to company's strategic plans
• Business Growth: facilitating business growth in terms of value, volume and market share by introducing new marketing ideas & concepts as well as developing new stores by identifying new opportunities across PAN India
• Strategic Alliances: identifying new opportunities, cementing healthy relationships with key clients for continuous business; strategizing on impacting customer decision criteria
• Business Operations: strategizing and planning sales process management, forecasting, profitability, market research, brand strategy, business development, and Legal documentation
• ROI: driving positive Return on Investment (ROI) by establishing appropriate selling model, customer metrics, and a compelling incentive compensation plan
• Project Management: steering project recce and project cost analysis; executing projects to build proactive & innovative solution and address business challenges, thereby achieving organizational goals & objectives
• Client – centric approach: developing strong relationships with existing and new customers through established procedures that result in high levels of customer satisfaction and company growth
• Y-O-Y Growth: Revenue per month (in Crores) 2018-19: 16.8, 2019-20: 9.6, 2020-21: 19.2, 2021-22: 24

• Growth Path: Highlights:
• Steered efforts in supporting the store to execute VM as per the concept, adhering to VM guidelines, and conducting VM audits
• Enhanced the customer base in West India markets by opening 6 COCO along with 1 FOFO store in Mumbai and 2 FOFO stores in ROM in the last 3 years; established the entire sales structure in North and East India
• Explored potential business avenues & managed marketing & sales operations for achieving the business targets; initiated market development efforts and increased business growth by driving 14 stores across the entire Maharashtra including 9 COCO & 1 COFO stores in Mumbai along with 3 COCO & 1 FOFO stores in the Rest of Maharashtra (ROM)
• Rolled out Annual Business Plan for the business partners and aligned it with the company's objectives; managed the Venue Sales (inventory liquidation channel) at the PAN India level.