Job Purpose:

Job Location : Mumbai / Delhi / Hyderabad

• Support the Cluster Head in ensuring Revenue targets are delivered from existing stores as well as the post-launch NSO of new stores by continuous presence / training-supervision of teams
• This role involves continuous aggressive execution of revenue plans across Family, Teenagers and Young/working adults TGs, for higher consumption of F&B, Gaming, Parties/other revenue streams
• Strong consumer franchise-target groups with Rs 5000 APC consumer revenue potential in a convivial group bonding – Family becomes Friends, Friends become Family-positioning.
• Enhance sales to New & existing customers/footfalls visits & repeat consumption by gaming analysis and offers/penetration of new revenue streams F&B etc
• Execute aggressive revenues by identifying & developing effective retail sales hooks to expand into new/ existing customer segments with target based Revenue/Distribution tie-ups– eg University-Colleges, Housing Societies, Commercial, Travel Agents, Hotels etc

In the current situation, this role is expected to be very flexible between Ops, strategy and tactics deployed in a dynamic and volatile situation without any straitjacketed working approach. 

Key Elements of the Role and Skills Required

• Within the catchment surrounding existing & new centers, grab market/wallet share by building qualified & consistent lead generation and conversion with increasing ticket size at the centers

o  Weekdays with low non peak traffic- 11am to 4pm – high traffic Peak 4pm-1am

o  Weekends/holidays with higher traffic – non peak 1am-2pm, peak 2pm to 11am

to achieve aggressive revenue targets in difficult, growing and consumption oriented environment

• Build strong new revenues streams eg. F&B conversion from Gaming and vice versa–achieve targets through consumers deliver higher spend per customer within 5-10km catchment of centers
• With great level of initiative & leadership, creating a strong target driven revenue stream of

o  Informal group qualified leads demand for party sales across existing & new group sales,

o  Retail conversion at stores through gaming operators/cashier target based incentives

• Data/Analytical Skills of own/competition customers gaming consumption for enhancing wr.t. competition- benchmarking of centers, games available, price discovery & promotional offers.

Ensure 100% utilization of customer facing-not leaving sales/revenues Key Result Areas & Outcomes expected from the Role

• Working closely with the, Cluster Heads, Head-Marketing & HR to achieve revenue targets, improving average bill value per footfall by excellent packaging of

o  Targets for Gaming, F&B Parties and Arcade Games-cross-sell/upsell - PREMIUMIZATION

o  Sales incentives for teams at centers-managers/Game Host/F&B team and

o  Smart Pricing customer promo offers gaming & F&B services to achieve Retail Margins.

o  Generate revenue through brand sponsorships for center visibility elements.

• Continuously evolve a relationship based B2B approach-with trial of key bookers/influencers, in-store visits, direct & indirect sales & promotional offers to build consensus/new Sales initiatives
• Work consistently with Gaming, Operations & Marketing to create reposition existing changed gaming F&B+Game Offerings per center as per Family & Group gaming e.g. Gokarting, Bowling, PaintBall – Cricket and other such games – pricing to yield higher utilization and yield/sqft.
• Developing a flexible reporting format and basic approach to ensure decision making, information dissemination and ‘on the same page’ of internal/external team members involved in each activity.
• Ensure constant evolving sales related cost efficiencies to ensure reduction in Sales Cost for Gaming/F&B with higher APC TGs like informal groups/schools/bday-kitty party segments.
• Using data sources available within the systems at the centers to ensure sales support for existing, new and under-concept development games / rides /amusement parks as per formats
• Ensure adequate Advertising & Sponsorships – for engaging family & corporate audience smartly with direct impact on the bottomline. Work locally with Family-Kiks, Food, Liquor & Lifestyle brands

Support the NSO in launch of new centers including identification of target  marketing launch plans/small cities/catchments incl groups and seeding Smaaash to deliver on post-launch targets   

on the table.

Educational Qualifications

Graduate in any discipline with PGDM/MBA from a 2nd/3rd tier or equivalent Management Institute/University with extensive experience of managing teams handling  15sqft+ stores revenue streams with retail Ops footprint

Experience :

Essential:  8-10 Years in handling constantly and rapidly evolving B2C engagement for sales and delivered super-normal growths in Retail Individual/Group Sales by planning and executing innovative guaranteed revenue programs. Preferred experience in Lifestyle, Retail, Telecom, F&B, Hospitality, real estate - especially in driving aggressive revenues through internal & external relationships, continuously evolving and executing innovative sales initiatives.

This profile should display true grit and self-initiative, given doubling of revenues will need to have the potential to eventually grow into a senior management profile upto the level of GM in the company subject to performance and over-achievement of objectives.

Desired: Basic Data Analysis/Knowledge of Sales, Marketing, Social media and digital marketing, B2C and B2B sales/revenue etc.

Technical / Functional Skills Required

MS – Office (Word, Excel, PowerPoint) and other relevant software packages

Preferred: Social media/Marketing the Consumer Product industry / Retail / Services Industries

Competency

Planning & Tracking Plans forB2C & B2B Results-Proficiency Master

Analytical Skills – evolving revenue plans by calculating yields pricing, detecting deviations in customer level revenue, game performance & other cost/sales data.-Expert

Target orientation through a robust Process/Timeline/Deadline Orientation-Proficiency Master

Leadership skills for excellent people management with Cluster Heads/Marketing Head/HR Heads/Center Heads on-job delivery for delivering revenue results.-Proficiency Master

Training of Team – for Upsell, Promo Offers including Interpersonal & Communication Skills -Proficiency Master

Digital / Social Media Engagement including Techno-Commercial & Business Acumen to deliver profitable Revenues -Proficiency Master

Building & Managing relationships (Internal/ External)-Proficiency Master