National Sales Manager

About Vastramay

Vastramay is one of India's fastest-growing ethnicwear brands, built on in-house design and an owned sourcing and production base in Kolkata, with a corporate and creative hub in Mumbai. We've scaled across marketplaces and D2C, and we're now expanding into offline channels.

The next chapter is wholesale. We're building our MBO distribution and large-format retail presence from the ground up, and we're hiring the person who will build it.

The Role

This is a zero-to-one channel build, not a territory to maintain. There is no existing agent network, no trade price list and no counter footprint. You will create all three.

You will design and run Vastramay's wholesale business: appointing and managing the agent and distributor network across India's key ethnicwear markets, and opening shop-in-shop counters inside large-format retail chains.

Key Responsibilities

MBO and Distribution

• Map India's ethnicwear trade market and prioritise regions, cities and retailer tiers

• Appoint, onboard and manage agents and distributors across North, West, South and East

• Build the seasonal order-booking calendar and run it end to end, from pre-season presentation and sampling through order collection, confirmation and dispatch

• Work with merchandising and design on trade-specific assortment, catalogue and sample sets

• Drive reorders through sell-through at the retailer, not just primary billing

Shop-in-Shop and Large-Format Retail

• Open and manage SIS counters with national LFR chains, including commercial negotiation, space and margin structure, and launch execution

• Own counter performance: assortment, visual merchandising standards, replenishment cadence and stock health

• Build and hold relationships with buying and category teams, season on season

Channel Governance

• Set and enforce pricing and discount discipline across the trade, protecting price integrity against our own retail and online channels

• Own credit assessment for every account and drive collections personally. This role owns receivables, not just orders

• Feed demand forecasts into planning and production so the channel is supplied, not oversold

What You Bring

• 8 to 12 years in apparel wholesale and distribution sales, with meaningful time in ethnicwear, occasion wear or womenswear

• Demonstrated experience building or substantially expanding an MBO network, appointing agents and distributors rather than inheriting them

• Direct experience with large-format retail buying teams and shop-in-shop commercials

• Commercial fluency: you have negotiated trade terms yourself, including discount structures, margin splits, settlement terms and markdown support, and can defend a price rather than discount to close

• Ownership of credit and collections in a previous role

• Comfortable being the first and only person in the function for the initial phase, building the systems as you go

• Willing to travel extensively across Indian markets

Location

Mumbai (Thane), with regular travel to Kolkata and key trade markets.