You will be taken to Home Centre India’s own careers page to apply. Job ID LAMG/--B/1892630.
Job description
Job Description
Regional Business Development – North Region | Brands
SUMMARY
The Regional Business Development role will be responsible for driving profitable network expansion and New Store Openings (NSO) across the North Region in alignment with the overall business plan and expansion strategy of the Brand.
The role will lead market identification, catchment development, property scouting, feasibility assessment, commercial negotiations and end-to-end closure of new store opportunities across both High Street and Mall formats. The position will work closely with Operations, Finance, Projects, Legal and other stakeholders to ensure timely and commercially viable store openings.
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The role will also be responsible for building a strong property pipeline, identifying new markets and clusters, and continuously improving the quality and profitability of the regional store network.
KEY RESPONSIBILITIES
1. Regional Market Strategy & Expansion Planning
Drive the North Region expansion strategy in line with the organization’s Pan-India business plan and annual NSO targets.
Identify and prioritize new cities, markets, clusters and catchments based on market potential, customer demographics, competition and business opportunity.
Develop short-term and long-term market reach and penetration plans for the region.
Conduct regular market and competition mapping to identify emerging retail markets and expansion opportunities.
Develop and maintain a state-wise and city-wise property pipeline covering High Streets, Malls and other relevant retail destinations.
Identify white spaces and under-penetrated markets to support future network expansion.
Provide market intelligence and expansion recommendations to the Head – Business Development.
2. Property Identification & Evaluation
Generate, validate and evaluate property leads across the North Region.
Identify suitable High Street and Mall properties based on catchment potential, visibility, accessibility, size, frontage, competition and commercial viability.
Conduct property visits and assessments in coordination with Operations and relevant stakeholders.
Evaluate the suitability of buildings, locations and catchments against the required store formats and business requirements.
Build strong relationships with landlords, developers, mall management teams, property consultants and brokers to strengthen the property pipeline.
Maintain an updated database of available, upcoming and potential properties across the region.
3. Business Feasibility & Commercial Evaluation
Lead the preparation of market feasibility and business cases for identified properties.
Work closely with Finance to prepare and validate PFR, IRR, ROI and other financial feasibility parameters.
Conduct cluster analysis and assess sales potential, occupancy cost, investment requirements and profitability.
Ensure proposed locations meet approved business and financial thresholds before proceeding for final approval.
Benchmark rentals, deposits, CAM and other occupancy-related costs across comparable markets.
Continuously identify opportunities to improve store economics and enhance profitability.
4. Commercial Negotiation & Property Closure
Lead negotiations with landlords, developers and mall management for commercially viable terms.
Negotiate rent, lease tenure, escalation, deposits, CAM, fit-out period, rent-free period and landlord scope to optimize store economics.
Drive negotiations to achieve the best possible commercial terms while maintaining strategic location quality.
Coordinate with Legal for title due diligence, documentation and agreement closure.
Ensure timely closure of LOIs, lease agreements and other required documentation.
Maintain strong relationships with key property stakeholders to create a sustainable regional property pipeline.
5. New Store Opening (NSO) Execution
Drive the end-to-end NSO process from property identification and approval through store opening.
Establish clear timelines and milestones for each approved new store.
Coordinate with Projects, Design, Operations, IT, Finance, Legal and other stakeholders to ensure timely execution.
Monitor fit-out progress, landlord commitments and project milestones.
Ensure stores achieve Operational Commencement (OC) within approved timelines and budgets.
Proactively identify and resolve delays, commercial issues and execution challenges impacting NSO.
Ensure all stores are delivered in accordance with approved business cases and organizational standards.
Track the performance of newly opened stores against approved PFR / IRR / sales projections.
Analyze variances between projected and actual store performance and identify corrective actions.
Capture learnings from new store openings and incorporate them into future site selection and feasibility assessments.
Monitor the performance of new markets and clusters to identify opportunities for further expansion.
Support the identification of locations that can strengthen overall network productivity and profitability.
7. Stakeholder & Cross-Functional Management
Work closely with the Head – Business Development on regional expansion strategy, pipeline and NSO delivery.
Partner with Operations for market assessment, catchment validation and store readiness.
Partner with Finance for business case preparation, PFR/IRR validation and investment approvals.
Partner with Projects and Design for store planning, fit-out and handover.
Coordinate with Legal for due diligence, agreements and documentation.
Work with IT and other support functions to ensure complete pre-opening readiness.
Collaborate with Group Real Estate / relevant Business Development teams wherever opportunities for joint negotiations or property synergies exist.
Provide regular regional expansion MIS, pipeline reports and NSO dashboards to leadership.
KEY RESULT AREAS (KRAs)
Focus Area
Key Deliverables
Regional Expansion
Achievement of North Region NSO and network expansion targets
Market Development
Identification and development of new cities, markets and clusters
Property Pipeline
Strong pipeline of quality High Street and Mall properties
Business Viability
New stores meeting approved PFR, IRR and profitability parameters
Commercial Effectiveness
Optimized rental, occupancy cost and landlord scope
NSO Execution
Timely store openings within approved budget and business timelines
Post-Opening Performance
New stores performing in line with approved business projections
Market Intelligence
Regular competition, rental and market opportunity insights
Stakeholder Management
Effective coordination with landlords, developers, consultants and internal functions
KEY COMPETENCIES
Knowledge
Strong knowledge of North India retail markets and real estate landscape
Understanding of High Street and Mall ecosystems
Retail expansion and location strategy
Financial feasibility and business case evaluation
Knowledge of PFR, IRR, ROI and retail economics
Understanding of lease commercials and landlord scope
Functional Competencies
Property identification and site evaluation
Commercial and lease negotiation
Market and catchment analysis
Real estate relationship management
New Store Opening / expansion project management
Analytical and financial assessment skills
Strong stakeholder management
Managerial Competencies
Business acumen
Strategic thinking
Results orientation
Planning and execution
Influencing and negotiation
Collaboration
Problem solving and decision making
Ownership and accountability
TEAM STRUCTURE & KEY INTERFACES
Reporting Structure
Reports to: Head – Business Development (Network Expansion)
Key Team Interfaces
Regional / Cluster Operations Teams
Projects & Design
Finance
Legal
IT
Group Real Estate / Business Development
Internal Interfaces
Head – Business Development: Regional strategy, expansion targets, pipeline review and NSO governance
Operations: Catchment assessment, store suitability, business potential and operational readiness
Finance: PFR/IRR, business cases, budgets and investment approvals
Projects & Design: Store planning, fit-out execution, cost and OC timelines
Legal: Title due diligence, LOI, lease documentation and agreement closure
Group Real Estate / Business Development: Property opportunities, market intelligence and commercial synergies
External Interfaces
Landlords and property owners
Mall developers and management teams
Real estate consultants and property brokers
Developers and commercial property stakeholders
Local market partners and relevant business networks
EDUCATION & EXPERIENCE
MBA / Postgraduate qualification in Business Management, Retail, Real Estate or a related discipline preferred.
10–15+ years of experience in Retail Business Development, Real Estate, Expansion or New Store Development.
Strong experience in North India retail markets, preferably across multiple states/cities.
Proven experience in High Street and Mall property acquisition, commercial negotiation and end-to-end NSO execution.
Experience in handling large-scale retail expansion programs and multiple projects simultaneously.
Strong understanding of retail real estate economics, market feasibility and commercial negotiations.
Preferred Regional Exposure
Experience across key North markets such as Delhi NCR, Punjab, Haryana, Uttar Pradesh, Rajasthan, Uttarakhand, Himachal Pradesh, Jammu & Kashmir and Chandigarh, with flexibility to manage expansion across the wider North Region.
Required skills
Business Acquisition, Business Development, Negotation Skills
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