Role Overview
The Head/Lead - Business Development & Sales will be responsible for driving new business development closure at JSW Sports Academies and BFC Soccer Schools, including centre rollout, revenue growth, systems enablement, partnerships, cost optimization, and data-led decision-making.
Reporting into the Head of Sports Academies, this is an execution-heavy leadership role requiring strong ownership, commercial acumen, and the ability to build a scalable, repeatable operating model for rapid growth across India.
Key Responsibilities
Expansion & Strategic Growth
- Lead pan-India expansion strategy, including market prioritisation, city sequencing, and rollout planning with the CEO.
- Identify high-potential cities, micro-markets, and catchments using demand, demographics, and commercial viability.
- Source, evaluate, and close real estate to new centres; lead lease and commercial negotiations.
- Own end-to-end partnerships:
- Institutional Partnerships Schools & Education (B2B)
- Public-Private Partnerships (PPP) Government Infrastructure
- Build standardised SOPs and playbooks to enable faster, consistent rollouts.
Revenue, Unit Economics & Performance
- Drive revenue growth and profitability through program mix, pricing, utilization, retention, and ancillary offerings.
- Strengthen center-level unit economics and long-term business sustainability.
- Track centre performance and lead targeted improvement plans with operations teams.
Partnerships & Cost Efficiency
- Building partnerships including school partnerships, corporate programmes, events, and coaching education.
- Negotiate contracts to improve cost efficiency while maintaining quality and brand standards.
Data & Business Intelligence
- Own dashboards tracking enrolments, utilization, retention, revenue, costs, and profitability.
- Translate insights into clear actions to improve centre and business performance.
Candidate Profile
Experience
- 812 years in high-growth BD / Sales roles
- Background in EdTech, Real Estate, Fitness, Hospitality or Sports preferred
- Proven experience closing large-ticket B2B deals
- Experience working with institutional clients (schools, corporates, government)
- Experience scaling networks (50+ locations or partners)
Core Competencies:
- Strong commercial acumen and negotiation skills
- Ability to manage complex, multi-stakeholder deals
- Strategic thinker with execution depth
- Comfortable with ambiguity and greenfield scale
- Entrepreneurial mindset with structured approach
- Data-driven and P&L-oriented
- Team builder and culture setter
