Head of Retail

Head of Retail

Sharp & Carter Sales

Melbourne VIC

full-time, onsite

This position holds responsibility for the complete retail and concession sales performance, encompassing all brands, stores, and concession partners. The role is tasked with increasing sales, profit, and team performance through effective leadership, structured execution, and an unwavering commitment to the customer.

Key Accountabilities

1. Total Sales & Profit Ownership

• Achieve all sales targets across the retail store network.
• Own like-for-like (LFL) sales growth.
• Own total sales against budget.
• Own store Earnings Before Interest and Taxes (EBIT).
• Drive key metrics including Average Transaction Value (ATV), Items Per Sale (IPS), Add-on Percentage, and Conversion.

1. Channel Leadership

• Lead State Managers / Regional Sales Managers (Retail stores).

1. State/Regional Leadership & Sales Culture

• Cultivate a high-performance, sales-led culture across all channels.
• Establish clear expectations regarding a sales-first approach, pace and urgency, and accountability.
• Actively coach leaders, underperforming regions/stores, and high-potential talent.

1. Trading & Execution

• Collaborate with Buying, Planning, and Marketing to implement product promotions and focus on top-selling Stock Keeping Units (SKUs).

1. Sales Capability & Training

• Own the uplift of sales capability, including selling behaviours (ATV, IPS, add-ons), product knowledge, and promotional readiness.

1. Structure, Talent & Performance Management

• Own performance management, talent development, and role clarity.

Key Performance Indicators (KPIs)

• Total Sales vs Budget
• LFL Sales Growth
• EBIT Contribution
• ATV / IPS / Add-on %
• Sales per Square Metre (Concessions)
• Wage to Sales Percentage
• Top vs Bottom Store / Door Performance

Candidate Profile

• Demonstrated national retail sales leadership experience across multi-site networks.
• Experience managing both owned retail and concession/wholesale environments.
• A strong commercial and trading mindset.
• High energy, pace, and accountability.
• An obsession with results and execution.

To apply, please submit your application to [Application Instructions - e.g., via our careers portal / by emailing your CV and cover letter to...]