National Account Manager Retail

Role Overview

As Mokobara continues to grow towards reaching even greater heights, we are looking at bringing in a strong, ownership and data driven lead to build and grow Moko’s footprint in MBOs across India.

The MBO Lead will own the end-to-end performance, expansion, and profitability of Mokobara’s Multi-Brand Outlet (MBO) retail channel. This role is responsible for scaling the MBO footprint, driving same-store growth, improving partner productivity, and ensuring strong brand execution across all MBO touchpoints. The individual will act as the single-point owner for MBO strategy, execution, and P&L performance.

Key Responsibilities

1. Channel Strategy & Growth
• Define and execute the national MBO expansion strategy aligned with Mokobara’s overall retail vision.
• Identify, evaluate, and onboard high-quality MBO partners across Tier 1 and 2 cities.
• Own city-wise and partner-wise rollout plans with clear productivity benchmarks.

2. Revenue & P&L Ownership
• Own topline, margins, and contribution profitability for the MBO channel.
• Drive SSG through assortment optimization, replenishment discipline, and in-store execution .
• Track partner-level performance and take corrective actions for underperforming doors.

3. Partner Management
• Build strong relationships with all key MBO partners, store teams, and internal teams.
• Lead commercial negotiations including margins, incentives, visibility commitments, and exclusivity where applicable.
• Ensure timely collections, inventory health, and adherence to commercial terms.

4. Merchandising & Execution Excellence
• Work closely with merchandising and supply chain teams to ensure right assortment, depth, and freshness at MBOs.
• Ensure consistent brand presentation, VM standards, and seasonal campaign execution across stores.
• Drive sell-through and minimize aged inventory at the channel level.

5. Team Leadership
• Build and manage a high-performing MBO sales and field team (RBMs/ABMs/Executives).
• Set clear KPIs, review performance regularly, and drive capability building.
• Foster a data-driven, ownership-led culture within the team.

6. Analytics & Reporting
• Track and review KPIs such as sales, SSG, sell-through, inventory turns, partner ROI, and market share.
• Generate actionable insights for leadership on channel health, expansion effectiveness, and risks.

Key Metrics for Success
• MBO channel revenue growth and contribution margin
• Same-store growth and partner productivity
• New door additions vs plan
• Inventory turns and sell-through
• Partner retention and expansion within accounts

Ideal Candidate Profile

Experience
• 6–10 years of experience in retail sales or channel management, preferably but not necessarily in luggage, bags, lifestyle, fashion, or consumer brands
• Proven experience in scaling an MBO or distributor-led retail channel
• Strong commercial and negotiation skills
• Strong people leadership and stakeholder management
• Willingness to travel extensively and operate on-ground