Retail Sales & Operations Manager

JOB DESCRIPTION | RETAIL SALES & OPERATIONS MANAGER

Department: Retail – Offline Business

Reporting To: Head – Retail / Offline Business

ROLE SUMMARY

Kimirica is a luxury D2C brand offering premium Bath & Body, Skincare, Personal Care, Fragrances, Home Fragrance and Gifting products. The Retail Sales & Operations Manager will drive sales growth, business profitability, and operational excellence across Exclusive Brand Outlets (EBOs) and Shop-in-Shop (SIS) counters. The role involves end-to-end ownership of retail performance, store-level P&L, team productivity, cost optimisation, customer experience, and retail expansion.

KEY RESPONSIBILITIES

• Drive sales growth, revenue targets, gross margins, and store-level P&L across EBOs and SIS counters, ensuring achievement of monthly, quarterly, and annual business targets.
• Manage budgets, sales forecasts, operating expenses, and profitability , including rent, CAM, manpower costs, discounts, and promotional spends. Identify underperforming locations and implement corrective action plans.
• Monitor store-wise and counter-wise performance , including sales productivity, conversion, ATV, UPT, sales per square foot, and Beauty Advisor (BA) productivity. Drive upselling, cross-selling, fragrance experiences, and gifting initiatives.
• Manage and develop Store Managers, Assistant Store Managers, and Beauty Advisors , ensuring effective manpower planning, recruitment, training, product knowledge, grooming, performance management, and retention.
• Oversee retail operations, inventory management, visual merchandising, and customer experience , ensuring SOP compliance, stock availability, inventory accuracy, promotional execution, and consistent brand standards.
• Manage SIS partner relationships and commercial operations , including sales reviews, settlements, claims, deductions, billing coordination, and promotional commitments. Identify opportunities for expansion, relocation, and improvement of retail locations.
• Prepare and review daily, weekly, and monthly business reports , track budgets against actuals, analyse performance gaps, and coordinate with Finance, HR, Marketing, VM, and Supply Chain teams to improve business outcomes.

KEY SKILLS & COMPETENCIES

• Retail Sales & Business Development
• Store-Level P&L and Profitability Management
• EBO & SIS Operations
• Sales Planning, Forecasting & Budgeting
• Team Leadership & Performance Management
• Retail Operations, Inventory & Visual Merchandising
• Commercial Negotiations & Partner Management
• MIS, Sales Analytics & Cost Optimisation
• Customer Experience & Brand Standards

KEY PERFORMANCE INDICATORS (KPIs)

• Sales target achievement and like-for-like growth
• Store-wise and counter-wise profitability
• Gross margin and operating cost control
• Sales per square foot and employee productivity
• Conversion rate, ATV, and UPT
• Inventory accuracy, availability, and stock loss
• Customer satisfaction and operational audit scores
• Team productivity, training, and retention
• SIS partner performance and commercial compliance

KEY EXPECTATIONS

• Take end-to-end ownership of retail sales, operations, and profitability across EBOs and SIS counters.
• Develop clear business plans and measurable action plans for every store and counter.
• Drive turnaround strategies for underperforming locations and improve overall retail productivity.
• Optimise manpower, inventory, promotional spends, and operating expenses.
• Support retail expansion decisions through sales performance, commercial viability, and P&L analysis .