Job Description

Vice President - Retail (COCO + FOFO) & Expansion

Role Title:

Retail VP

Department:

Retail

Location:

Mumbai (Head Office)

Reports To:

Director

Team Size:

Regional Managers, COCO Store Managers, FOFO Ops Team, Retail MIS, Franchise BD Team

CTC - 50 Lakhs

ROLE SUMMARY

The

Retail VP

owns the nationwide performance and growth of company's retail network across both company-owned (COCO) and franchise (FOFO) stores. This role blends

high-performance retail operations leadership

with

aggressive franchise expansion

, ensuring that Company's scales to a 100+ store network while maintaining profitability, brand standards, and consistent execution.

The Retail VP will be responsible for:

1. End-to-end retail performance

2. People and capability development

3. Operational excellence across COCO & FOFO

4. Franchise development and new market expansion

5. Building profitable business models for future formats

KEY RESPONSIBILITIES

1. RETAIL OPERATIONS LEADERSHIP (COCO + FOFO)

Sales & Performance

1. Own revenue and profitability for the nationwide retail network

2. Drive conversion, ATV, ASP, category sales mix, and retail KPIs

3. Conduct monthly business reviews with Regional Managers & Store Managers

Operational Discipline

1. Implement and monitor SOPs across all stores

2. Ensure visual merchandising standards, price ladder integrity, and discount discipline

3. Strengthen customer experience & post-sales coordination

Regional Leadership

1. Lead 4-5 Regional Managers to maintain execution consistency across India

2. Conduct store audits, performance coaching, and manpower planning

3. Build a culture of accountability and excellence across the retail organisation

2. FOFO FRANCHISE EXPANSION

Growth Engine

1. Accelerate the expansion of franchise stores (FOFO) across India

2. Build city-wise expansion strategies and white space maps

3. Oversee franchise lead qualification, pitching, financial modelling, and deal closure

Investor Relations

1. Develop long-term relationships with franchise partners

2. Ensure franchisees adhere to brand standards and remain financially healthy

3. Create governance mechanisms for FOFO store audits and performance reviews

3. STRATEGIC RETAIL DEVELOPMENT

Business Models

1. Develop new retail formats (value, compact 1,200 sq ft stores, FHC add-ons, etc.)

2. Evolve franchise unit economics and improve business viability

3. Benchmark competition and global trends to refine Company's retail strategy

Network Planning

1. Evaluate COCO vs FOFO decisions market by market

2. Identify priority cities for high-growth expansion

3. Coordinate with marketing, SCM, VM, and projects for timely store launches

4. PEOPLE & CAPABILITY BUILDING

1. Build and develop a high-quality retail team across India

2. Strengthen hiring, training, onboarding, and career paths

3. Reduce attrition at store level and enhance skill-building initiatives

4. Establish a performance-driven culture with weekly rhythm and discipline

5. CROSS-FUNCTIONAL ALIGNMENT

Work closely with:

1.

Marketing

for campaigns, branding, and store launch plans

2.

Visual Merchandising

for display compliance and seasonal refresh

3.

SCM & Warehousing

for stock availability and replenishment

4.

Customer Service

for turnarounds and after-sales issues

5.

Finance & Accounts

for store profitability and collections

6.

FHC SBU

for potential modular FOFO synergy

KEY KPIs & SUCCESS METRICS

Retail Performance

1. Sales growth (COCO + FOFO)

2. Store-level profitability (EBITDA, GP)

3. Improvement in conversion, ATV, ASP

4. Store audit & SOP compliance scores

5. Reduction in operational escalations

Expansion Targets

1. Number of new COCO and FOFO stores opened annually

2. Lead-to-franchise conversion rate

3. Time-to-open from signing to store launch

4. Franchise partner satisfaction & retention

5. Performance ramp-up of new stores

PROFILE REQUIREMENTS

Experience

1. 12-20 years in Retail (Furniture, Home Improvement, Consumer Electronics, Lifestyle, or similar)

2. Must have led multi-store operations (50+ stores)

3. Strong franchise expansion experience preferred

4. Proven ability to lead large teams across geographies

Skills & Competencies

1. Strong business acumen & P&L understanding

2. Excellent leadership & people management skills

3. Negotiation, investor pitching, and deal closure capability

4. High execution discipline, structured thinking, and strong follow-up

5. Ability to work in high-velocity, high-ambiguity environments

BEHAVIOURAL TRAITS

1. High ownership mindset

2. Entrepreneurial with strong commercial instincts

3. Strategic thinker + hands-on executor

4. Strong interpersonal and relationship management skills

5. Driven by results, accountability, and measurable performance

Job Types: Full-time, Permanent

Pay: ?3,039,170.69 - ?5,057,594.73 per year

Benefits:

Health insurance Paid sick time Paid time off Provident Fund
Application Question(s):

What is your total experience? How many years of relevant experience do you have in heading the RETAIL & in expansion. What is your current CTC, Expected CTC & Notice Period? What is your current location? Will you be ok to relocate to Mumbai?
Work Location: In person