Senior General Manager – Growth (Franchise Expansion)

Job Title: Senior General Manager Growth (Franchise Expansion)

Location: Bengaluru

Department: Growth / Expansion

Reports To: Growth Head

Role Overview

The Senior General Manager Growth will be responsible for driving the franchise expansion strategy and studio network growth for the brands HomeLane and Design Cafe. The role involves identifying, evaluating, and onboarding franchise partners, building a strong pipeline of entrepreneurs, and ensuring systematic expansion across key markets.

This role will also lead and manage the Growth / Business Development team, ensuring effective execution of expansion targets, partner acquisition, and market development.

The position requires a strategic leader with strong business development, partner acquisition, negotiation, and team management capabilities.

Key Responsibilities

1. Franchise Expansion & Network Growth

• Drive franchise expansion strategy for HomeLane & Design Cafe across identified cities and markets.
• Identify high-potential entrepreneurs, investors, and partners for franchise opportunities.
• Build and maintain a strong pipeline of franchise prospects.
• Lead the complete franchise lifecycle from lead generation to deal closure and onboarding.
• Ensure achievement of monthly, quarterly, and annual expansion targets.
• Evaluate potential partners on financial capability, business experience, and strategic fit.

2. Team Leadership & Performance Management

• Lead, mentor, and manage the Growth / Business Development team.
• Set team KPIs, targets, and performance metrics.
• Conduct regular reviews to ensure pipeline progress and deal closures.
• Build a high-performing team focused on structured expansion and partner acquisition.
• Develop training and coaching frameworks for team members.

3. Strategic Market Development

• Identify new markets, cities, and clusters for expansion based on market potential.
• Conduct market mapping and competitor analysis for the interior design and home solutions industry.
• Develop expansion plans aligned with company growth objectives.
• Collaborate with internal teams for location feasibility and studio planning.

4. Franchise Partner Acquisition

• Engage with potential partners through events, referrals, networks, and strategic outreach.
• Conduct business presentations and opportunity discussions with prospects.
• Explain the FOCO (Franchise Owned Company Operated) and FOFO (Franchise Owned Franchise Operated) model and business economics.
• Lead commercial discussions, negotiations, and agreement closures.

5. Cross Functional Coordination

• Coordinate with legal, finance, operations, and brand teams to finalize franchise agreements.
• Ensure seamless partner onboarding and studio launch planning.
• Work closely with the studio operations team to ensure readiness and brand compliance.

6. Pipeline Management & Reporting

• Maintain structured CRM and expansion pipeline data.
• Prepare growth dashboards, forecasts, and expansion reports.
• Track lead sources, conversion ratios, and expansion metrics.
• Provide periodic updates to leadership on expansion progress.

Key Performance Indicators (KPIs)

• Number of franchise partners onboarded
• Studio expansion growth
• Lead to closure conversion ratio
• Market penetration in target cities
• Team productivity and pipeline management
• Revenue potential generated through franchise network

Required Qualifications

• MBA / Post Graduate in Business, Marketing, or Entrepreneurship preferred
• 1015+ years of experience in Business Development, Expansion, or Franchise Growth
• Experience in franchise models, retail expansion, or interior/home improvement industry preferred.

Required Skills & Competencies

Leadership & Strategic Skills

• Strong team leadership and people management
• Strategic thinking and market expansion planning

Business Development

• Expertise in franchise development and partner acquisition
• Strong negotiation and deal closing capabilities

Relationship Management

• Ability to build relationships with entrepreneurs, investors, and business owners

Analytical Skills

• Understanding of business financials, ROI models, and franchise economics

Communication

• Excellent presentation, persuasion, and stakeholder management skills

Preferred Background

Candidates with experience in industries such as:

• Interior design / Home improvement
• Retail franchise expansion
• Real estate or network expansion businesses
• Startup growth / marketplace expansion