Senior Manager / Head - Business Development (F&B / QSR)
Role Summary
Responsible for driving outlet expansion and revenue growth by identifying new locations, closing commercially viable deals, and supporting execution of store rollouts within Mumbai and nearby markets. Building strong client relationships with Brokers, Estate Agents, and Franchisees. The role requires strong market understanding, negotiation skills
Key Responsibilities
- Define and drive expansion strategy across Mumbai and target markets.
- Identify and evaluate new locations for QSR outlets (high streets, malls, commercial hubs).
- Develop relationships with landlords, brokers, and developers.
- Conduct site feasibility analysis including footfall, catchment, and competition mapping.
- Negotiate commercials (rent, CAM, lock-in, revenue share) to ensure profitable deals.
- Understand and evaluate store-level P&L before finalizing deals.
- Coordinate with internal teams (operations, design, legal) for store sign-offs and execution.
- Track and manage Details using Salesforce.
- Ensure timely closure of deals and handover for store launch.
- Achieve expansion targets (number of stores, locations closed).
Key Skills & Competencies
- Strong communication skills (verbal, written, email).
- Deep knowledge of commercial real estate and QSR expansion dynamics.
- Working knowledge of QSR business economics (store-level profitability).
- Strong negotiation and relationship management skills.
- Strong financial acumen (P&L, ROI, payback analysis).
- Proficiency in CRM tools like Salesforce.
- Target-driven with execution focus
Performance Expectations
- Achievement of expansion and revenue growth targets.
- Portfolio profitability and ROI on new stores.
- Strength and quality of location pipeline.
- Strategic partnerships and marquee deal closures.
- Team performance and capability development.
Kpi
Total number of franchise partners signed vs annual target
Franchise contribution to overall expansion (% of total stores)
Conversion rate of qualified leads to signed franchisees
Average deal size / territory size per franchisee
Performance of franchise network (sales, store success rate)
Time-to-close for franchise deals
