As the National Sales Manager – India, Trade/Wholesale, you will be responsible for developing and executing the national sales strategy for the Trade/Wholesale business, driving revenue growth, profitability, market expansion, and sustainable business relationships across India.
The role will lead the development and management of the wholesale/distributor/dealer network, identify new business opportunities, strengthen existing customer relationships, and ensure achievement of annual sales and profitability objectives.
The position will work closely with Marketing, Finance, Supply Chain, Customer Service, Retail, and Operations teams to ensure effective execution of the commercial strategy and a strong customer experience.
Responsibilities
1. National Sales Strategy & Business Planning
- Develop and execute the national Trade/Wholesale sales strategy in line with the company's overall business objectives and growth plans.
- Establish annual, quarterly, and monthly sales targets across regions, channels, customers, and product categories.
- Develop regional and channel-specific business plans to maximize sales and market penetration.
- Identify opportunities for geographic expansion, new channels, new customers, and increased share of business with existing partners.
- Monitor market trends, competitor activity, customer behaviour, and industry developments to identify growth opportunities.
- Drive a data-driven approach to sales planning, forecasting, performance management, and decision-making.
2. Trade / Wholesale Network Management
- Develop, manage, and strengthen relationships with distributors, wholesalers, dealers, retailers, and other trade partners across India.
- Build a strong and sustainable distribution network with appropriate geographic and channel coverage.
- Identify and onboard new trade partners based on business potential, market coverage, financial capability, and strategic fit.
- Develop joint business plans with key trade partners to drive sales growth and market penetration.
- Ensure strong partner engagement, service levels, commercial discipline, and adherence to agreed business terms.
- Regularly review partner performance and take corrective actions where required.
3. Sales & Revenue Growth
- Own the national Trade/Wholesale revenue target and ensure consistent achievement against agreed KPIs.
- Drive sell-in and sell-through performance across the wholesale network.
- Develop strategies to improve sales productivity, customer acquisition, repeat business, and wallet share.
- Identify underperforming regions, customers, and channels and implement focused recovery plans.
- Drive profitable growth while maintaining appropriate pricing, discounting, and commercial discipline.
- Ensure effective execution of product launches, seasonal programs, promotions, and key commercial initiatives.
4. Team Leadership & Performance Management
- Lead, manage, coach, and develop the national Trade/Wholesale sales team.
- Set clear individual and team objectives, KPIs, and performance expectations.
- Build a high-performing, accountable, and customer-focused sales culture.
- Conduct regular business reviews and provide coaching and support to improve team effectiveness.
- Identify capability gaps and drive appropriate training and development initiatives.
- Ensure effective territory and account allocation to maximize sales productivity.
5. Key Account & Customer Relationship Management
- Build strong relationships with strategic wholesale and trade accounts and act as a senior point of escalation where required.
- Develop long-term partnerships with key customers based on business growth and mutual value creation.
- Negotiate commercial agreements, annual business plans, pricing, margins, and other relevant terms within approved company guidelines.
- Understand customer needs and translate market feedback into actionable business opportunities.
- Maintain high levels of customer satisfaction and service across the Trade/Wholesale network.
6. Trade Marketing & Market Development
- Partner with Marketing to develop and execute effective trade marketing initiatives that support sales growth.
- Provide market intelligence and customer insights to support product, pricing, promotion, and assortment decisions.
- Ensure effective execution of product launches, trade campaigns, promotions, and merchandising initiatives across the network.
- Monitor competitor activities, market positioning, pricing, and distribution strategies.
- Identify opportunities to improve brand visibility and customer engagement within the trade channel.
7. Sales Forecasting, Inventory & Commercial Planning
- Partner with Supply Chain and Operations teams to develop accurate sales forecasts and demand plans.
- Monitor inventory levels across the trade network and identify risks relating to overstocking, ageing inventory, or stock availability.
- Drive effective inventory movement and sell-through across customers and territories.
- Ensure alignment between sales plans, product availability, launches, and customer requirements.
- Work with Finance to monitor sales, margins, receivables, credit exposure, and overall commercial performance.
8. Reporting, Analytics & Performance Management
- Establish and monitor key sales KPIs including revenue, growth, sell-in, sell-through, distribution, customer productivity, margins, and achievement against targets.
- Prepare regular sales performance reports and business reviews for senior management.
- Analyze sales data to identify trends, gaps, risks, and opportunities.
- Use CRM and sales management tools to maintain visibility of customer activity, sales pipeline, opportunities, and performance.
- Continuously review and improve sales processes, productivity, and return on commercial investments.
9. Cross-Functional Collaboration
- Work closely with Marketing, Finance, Supply Chain, Customer Service, Retail, and Operations teams to ensure seamless execution of the Trade/Wholesale strategy.
- Provide market and customer insights to support business and product planning.
- Partner with Finance on budgets, pricing, margins, credit management, and commercial performance.
- Collaborate with Supply Chain to ensure product availability and effective fulfilment of customer requirements.
- Act as a key commercial representative of the Trade/Wholesale business within the organization.
Requirements
- Bachelor's degree in Business, Marketing, Sales, or a related field; an MBA or equivalent qualification is preferred.
- 12+ years of progressive experience in sales, with significant experience managing Trade, Wholesale, Distribution, Dealer, or similar B2B sales channels. Proven track record of delivering revenue growth, market expansion, and profitable business performance at a national or multi-region level.
- Strong experience in managing distributor, wholesaler, dealer, and key account relationships.
- Demonstrated ability to develop and execute national sales strategies and annual business plans. Strong commercial acumen with experience in pricing, margins, negotiations, trade terms, and business planning.
- Experience leading and developing high-performing sales teams across multiple regions. Strong analytical and data-driven decision-making skills, with the ability to translate sales data into actionable business strategies.
- Excellent negotiation, communication, presentation, and stakeholder management skills. Strong understanding of the Indian Trade/Wholesale market, customer landscape, and competitive environment.
- Experience working cross-functionally with Marketing, Finance, Supply Chain, and Operations teams. Customer-focused, commercially driven, and comfortable operating in a fast-paced, target-oriented environment.
- Willingness to travel extensively across India.
Key Success Measures
- Achievement of national Trade/Wholesale revenue and profitability targets
- Year-on-year sales and market share growth
- Expansion and productivity of the Trade/Wholesale network
- Sell-in and sell-through performance
- New customer and market acquisition
- Key account retention and growth
- Sales team productivity and performance
- Forecast accuracy and inventory health
- Customer satisfaction and service level & commercial discipline and margin performance
Movado Group, Inc. is an equal opportunity employer. It prohibits discrimination based on age, color, disability, marital or parental status, national origin, race, religion, sex, sexual orientation, gender identity, veteran status or any other legally protected status in accordance with applicable federal, state and local laws.