Business Scope
Responsible for leading a distribution business of approximately ₹100 crore across India for Iconic Fashion's portfolio of premium and international brands.
Brand Portfolio
- GANT
- True Religion
- DKNY
- Blue Giraffe
- ELLE Woman
- ELLE Kids
- Iconic Men
- Iconic Woman
Role Summary
The Head of Distribution will be responsible for driving profitable sales growth, expanding national distribution, strengthening strategic retail partnerships, and building a high-performing sales organization across India. The role will lead the distribution strategy, business planning, and execution for the entire brand portfolio while ensuring sustainable growth, market expansion, and operational excellence.
Key Responsibilities
Distribution & Sales Strategy
- Develop and execute the national distribution strategy across all brands.
- Deliver annual sales, profitability, and market share objectives.
- Identify new business opportunities, markets, and growth channels.
- Drive distribution expansion while maintaining brand positioning.
Channel Management
Lead business across:
- Large Format Department Stores (LFS)
- Premium Multi-Brand Outlets (MBOs)
- Regional retail chains
Distributor & Key Account Management
- Appoint, develop, and manage distribution partners across India.
- Lead commercial negotiations and annual business planning.
- Drive sales productivity, inventory health, sell-through, and collections.
- Strengthen partnerships through joint business planning and execution.
Team Leadership
- Build, lead, and develop a high-performing national sales team.
- Coach Regional Sales Managers and sales teams to achieve business objectives.
- Foster a culture of accountability, collaboration, and performance excellence.
Cross-functional Collaboration
Work closely with Merchandising, Marketing, Supply Chain, Finance, Retail Operations, and E-commerce teams to ensure seamless execution of seasonal launches, inventory planning, and business initiatives.
Key Performance Indicators (KPIs)
- Revenue and profitable sales growth
- Distribution expansion
- Market share growth
- Channel productivity
- Key account performance
- Sell-through and inventory turns
- Gross margin
- Collection efficiency
- Team capability and productivity
Candidate Profile :-
Experience
- 5-8 years of progressive experience in sales and distribution within the fashion, apparel, lifestyle, or premium consumer goods industry.
- Minimum 3 years in a senior national sales or distribution leadership role.
- Proven success in managing large-scale distribution networks and organized retail partnerships across India.
- Experience with premium and international fashion brands is highly preferred.
Education
- MBA in Sales, Marketing, or General Management preferred.
- Bachelor's degree required.
Key Competencies
- Strategic Sales & Distribution Management
- Business Development
- Key Account Management
- Channel Expansion
- Commercial Negotiation
- Financial & Commercial Acumen
- Business Planning & Forecasting
- Team Leadership & Talent Development
- Data-driven Decision Making
- Relationship Management
