Sales Consultant - Retail Excellence

Key Responsibilities

1. SOP & Standard Practice Deployment

• Deploy and implement retail SOPs and standards across all ZVCs.

• Drive consistent adoption of standard ways of working across stores.

• Monitor adherence and identify execution gaps.

• Establish and replicate best practices across the ZVC network.

• Continuously improve SOPs based on store feedback and business requirements.

2. Retail KPI Management & Analytics

• Own the tracking and performance review of key ZVC retail KPIs.

• Build and maintain a strong understanding of retail metrics and their interdependencies.

• Track and analyze footfall, conversion (eye-test, eye-test-to-purchase, overall), ATV, and revenue per store / per employee.

• Track and analyze product mix : frame, lens, sunglass and contact lens , along with frame–lens attachment, premiumization and brand/category mix.

• Track , analyze and improve quality KPIs such as NPS, returns

• Benchmark stores against the network and against best-performing ZVCs.

3. Performance Diagnosis & Improvement Plans

• Identify underperforming stores, KPIs and categories.

• Conduct root-cause analysis to understand why performance is below potential.

• Develop structured framework with clear actions, owners and timelines.

• Work with ZVC partners and store teams to implement corrective actions.

• Track impact and ensure improvements are sustained.

• Scale successful interventions across the network.

4. Cross-Functional Store Enablement

• Act as the key interface between ZVCs and Marketing, Training, Device/Technology, and other relevant functions.

• Translate store requirements and performance gaps into clear cross-functional actions.

• Ensure functions are aligned to store and business priorities.

• Drive closure of operational and capability gaps.

• Evaluate whether cross-functional interventions are translating into measurable store improvement.

5. Store Capability & Execution

• Identify gaps in store team capability and behaviour.

• Partner with Training to ensure relevant interventions are deployed.

• Monitor whether training is translating into improved execution and KPIs.

• Support stores with playbooks, tools, coaching frameworks and standard practices.

6. Retail Experience & Customer Journey

• Drive consistency in the ZVC consumer journey & experience.

• Monitor adherence to eye-test, consultation and selling standards.

• Identify friction points impacting conversion and consumer experience.

• Partner with relevant functions to improve customer experience and NPS.

7. Retail Reporting & Governance

• Maintain a robust ZVC Retail Excellence dashboard.

• Prepare regular performance reviews highlighting: What happened | Why it happened | What needs to be done.

• Track action plans and ensure timely closure.

• Provide management with insights, risks, opportunities and recommendations.

Key Competencies

• More than 5-7 years of progressive sales / product Training experience with strong understanding of retail operations and retail KPIs

• Strong analytical and problem-solving ability

• Ability to translate data into actionable improvement plans

• Strong understanding of category/product mix and retail productivity

• SOP / process deployment experience

• Strong stakeholder and cross-functional management

• Ability to influence franchise/partner stores, Retail management experience will be preferred.

• Strong execution and project management skills

• Good Excel / BI / dashboarding capabilities

• Customer-centric and commercially oriented mindset

Your ZEISS Recruiting Team:

Itishree Pani