Retail Lead Lighting

Role overview

This senior AGM-level position leads retail performance for the professional lighting business across the retail network. The role is accountable for the complete in-store journey, including display quality, customer visits, satisfaction, conversion, and sales results. It also involves managing In-Store Promoters (ISPs) and the retail sales team, with a strong focus on execution, retail discipline, and business outcomes. The role directly owns tertiary sales performance across stores.

Sell-out and tertiary sales

• Take ownership of tertiary sales targets across CBS stores nationwide.
• Review store-wise and category-wise sell-out figures every day, week, and month, then act quickly where performance falls short.
• Partner with Team Leaders and ISPs to define store targets, monitor movement, and bridge performance gaps.
• Work with channel partners to keep products available and support smooth billing activity.

Retail execution and display standards

• Make sure every CBS store follows the agreed planogram and brand display standards.
• Oversee product presentation, including correct placement, lighting, pricing, and overall product condition.
• Carry out store audits regularly and ensure fixes are completed within the required timeline for non-compliance.
• Coordinate with product and marketing teams for new launches, seasonal merchandising changes, and promotional setups.

Footfall and conversion

• Create and run store-level initiatives to increase walk-ins, working closely with local marketing and channel partners.
• Track how many visitors convert to buyers at each store and identify where conversion is dropping.
• Ensure ISPs have strong product knowledge, demo capability, and sales support tools to handle customer interactions effectively.
• Measure the impact of footfall-driving activities and refine the approach based on results.

Team management

• Lead the retail sales team and ISPs deployed across the CBS network.
• Conduct frequent store visits and structured performance discussions with team members.
• Improve ISP productivity through coaching, product training, and motivation initiatives.
• Manage deployment, attendance, and field escalations, while coordinating with HR on hiring and attrition for field teams.
• Strengthen a high-performance culture through clear KPI ownership, regular feedback, and recognition.

Customer experience and feedback

• Maintain a consistently premium customer experience at all CBS touchpoints.
• Collect feedback from stores and pass recurring themes to the product and marketing teams.
• Monitor satisfaction measures such as NPS or similar indicators and drive store-level improvements.
• Resolve escalated retail customer complaints within the stated timelines.

Reporting and analytics

• Prepare accurate MIS on sell-out by store, category, and SKU, and circulate weekly and monthly performance updates.
• Track and report retail KPIs such as sell-out value, footfall, conversion rate, planogram compliance, and ISP productivity.
• Share store-level trends that support demand forecasting and inventory planning.

Key interfaces

• Team Leaders, retail sales staff, and ISPs for day-to-day operations and performance coaching.
• Channel partners and CBS store management for sell-out coordination and relationship handling.
• Product team for display needs, training, and feedback sharing.
• Marketing team for local activations, footfall-building efforts, and in-store communication material.
• Supply chain and logistics for stock availability and replenishment support.
• VM team for JLS upgrades and refurbishment.

Eligibility and qualifications

Applicants should be graduates or postgraduates in any discipline, with an MBA or PGDM preferred. The role requires 16 to 20 years of experience in retail sales or channel management. Background in lighting, electrical, or related building products is strongly preferred, especially for candidates who have handled branded exclusive stores or experience centres. Experience managing distributed field teams such as promoters, in-store staff, or field sales executives is important, along with practical knowledge of sell-out tracking, planogram compliance, footfall analysis, and conversion reporting.

Additional information

This is a full-time onsite role based in Manesar, Haryana, India.