Head of Sales (Home Interiors)

About the role

Home interiors as a category has a trust problem and most of it comes from how it's sold. Customers experience is overwhelming owing to aggressive follow-ups, over-promising, transactional pushiness, and entire process that is disconnected from the emotional weight of owning their home.

This role exists to build the commercial engine that captures this opportunity; not by chasing transactional volume, but by building a sales organisation whose consultative approach, trust, and systems become a sustainable competitive moat. This is a builder's role: someone who will design the systems for scale, culture, and capability building.

Key Responsibilities

1. Sales Ownership - Revenue, Margin & Forecasting

• Own the sales function for the interiors vertical
• Enforce discounting and scope-accuracy discipline so that what's promised at sale is what's delivered
• Build monthly, quarterly & annual forecasting discipline eyeing for accuracy

1. Team Leadership – Building, Grooming & Retaining talent

• Build, lead & develop teams across cities and hierarchies
• Build a structured capability development framework for teams; addressing a long-standing gap in the industry
• Build a culture of fairness, transparency, and process discipline

1. Driving Consultative selling at Scale

• Redesign the sales pitch and customer journey around consultative & emotionally intelligent selling
• Personally engage with strategic accounts (critical customers)
• Continuously pilot new sales approaches, formats, and experiential engagements
• Create space within the team for experimentation, run & evaluate pilots honestly & scale what works

1. Funnel performance & Digital Sales Enablement

• Build and continuously improve the conversion funnel, with stage-wise ownership
• Aim for 100% CRM data hygiene
• Drive adoption of tech enabled Sales tools for improved experience & conversions

1. Own Customer Experience

• Establish a quarterly feedback loop translating customer objections/feedback
• Develop strategies for repeat business. Own VOC (Voice of Customer) process
• Develop differentiated GTM and promotional strategies for different type of projects
• Partner with Marketing on campaigns, offers & co-create project wise marketing plans to drive footfall and conversions

1. Build for Scale: Market Resilience & Cyclical Navigation

• Build playbooks for sustaining performance during low-sentiment periods
• Architect and scale new value-added category lines as a lever for AOV expansion and revenue diversification

1. Competitive & Cross-Industry Benchmarking

• Maintain ongoing competitive intelligence on direct interiors competitors
• Actively study and adapt best practices from cross-industry

Experience & Qualifications

• 8+ years of dedicated experience in the home interiors / furniture / real estate-adjacent industry, with strong working knowledge of interior products, materials, project execution dynamics, Lifestyle trends and customer expectations
• Total work experience of approximately 15+ years, with significant time in a sales leadership capacity carrying full function accountability
• Proven experience of leading sales teams of 20 ~ 40 members across multiple levels
• Demonstrated track record of grooming & developing a winning team
• Strong analytical orientation - comfortable with funnel data, conversion analytics, cohort analysis, and translating data into action
• Experience working across both premium and affordable project segments
• Exposure to or genuine curiosity about luxury/consultative selling models from other industries will be a strong plus

Key Competencies

• Execution-oriented with process discipline - moves fast and gets things done, but builds repeatable systems rather than relying on individual heroics
• Strategic-operational balance - equally comfortable building long-term plans and getting hands-on with a stuck deal or a struggling team member
• High EQ, consultative mindset - genuinely believes in selling through understanding, not pressure
• Fair, transparent & consistent - builds trust within team through equitable treatment
• Comfortable with ambiguity and experimentation - willing to test new approaches rather than defaulting to convention
• Strong communicator - across customers, internal teams, leadership, and external partners
• Resilient under pressure - navigates slow markets without compromising long-term brand trust