Regional Manager

2 weeks ago

Gurgaon, Haryana, India Dolfit Mattress Full time ₹ 8,00,000 - ₹ 20,00,000 per year

Location:
Delhi-NCR (field-intensive across North India: Delhi, Haryana, Punjab, HP, Uttarakhand, UP, Rajasthan, J&K)

Function:
Growth – Franchise Development & Exclusive Brand Outlets (EBOs)

Reporting to:
Head – GTM / Sales

Travel:
50–70%

About the Role

Own end-to-end franchisee acquisition and EBO rollout across North India. You'll bring an
active, convertible pipeline of investors
, close franchise deals, and take stores live on time with the right unit economics, ensuring franchise partner success and brand compliance.

Key Responsibilities

  • Pipeline & Closures
  • Source, nurture, and
    convert qualified franchise investors
    (HNI/SME/retail operators) for EBO formats (FOFO/FOCO/COCO).
  • Maintain a 90-day rolling funnel with clear stage gates; drive
    monthly closure targets
    .
  • Market Development
  • City/cluster-wise mapping: trade potential, catchments, rentals, competitor footprint, and white spaces.
  • Site selection
    with data-backed ROI (capex/opex, rent:revenue, payback, IRR).
  • Deal Structuring & Documentation
  • Lead commercials: franchise fee, security deposit, revenue share, inventory norms, marketing fund, territory rights.
  • Draft/review
    LOI, MOU &
    Franchise Agreements
    (termination, non-compete, SLAs, brand standards) with legal.
  • EBO Launch Execution
  • Coordinate design/BOQ, vendor onboarding, fit-out timelines, brand guidelines, store opening plan.
  • Ensure
    TAT from LOI to go-live
    within agreed SLAs; handover SOPs and operational checklist.
  • Partner Success & Compliance
  • First-90-day sales ramp plan: product mix, pricing, training, local marketing, and opening inventory norms.
  • Periodic business reviews with franchisees; maintain store audits and compliance/NPS.
  • Governance & Reporting
  • Maintain CRM hygiene, MIS, forecast accuracy; present weekly funnel, wins, risks, and actions.

Must-Have Qualifications

  • Minimum 5 years recent, hands-on experience
    in
    Franchisee & EBO expansion in North India
    with proven closures.
  • Active, current list of franchise investors
    (with contactability) and relationships with channel developers/brokers.
  • Strong command over
    franchise sales agreements
    and supporting docs (LOI, MOU, territory annexures, termination, SLA).
  • Proven record of taking
    stores live end-to-end
    (site to opening) with measurable outcomes (payback, rent:revenue).
  • Industry fit:
    Decor / Mattress / Furnishing
    (home retail preferred). Multi-brand & premium format exposure is a plus.
  • Financial acumen: build ROI models, read P&L, negotiate commercials.
  • Tools: CRM (Salesforce/HubSpot), Excel/Google Sheets for unit economics, basic PPT for proposals.
  • Excellent stakeholder management, negotiation, and on-ground execution.

Good to Have

  • Experience with
    cluster launches
    (5–20 stores per quarter) and
    channel partner networks
    in Tier 2/3/4 cities.
  • Real-estate network for high-street/mall catchments; comfort with landlord negotiations and municipal/shop & est. norms.
  • Team-building exposure (hiring/mentoring city leads or franchise acquisition reps).

Success Metrics (first 6–12 months)

  • Closures:
    X
    franchise LOIs signed;
    Conversion Rate:
    enquiry→LOI→agreement benchmarks met.
  • Go-Lives:
    Y
    EBOs opened;
    TAT:
    LOI→launch within
    Z
    days.
  • Unit Economics:
    average
    payback ≤ 24 months
    , rent:revenue within targeted band.
  • Partner NPS:
    ≥
    target
    , with zero critical compliance deviations.
  • Funnel Health:
    3× target coverage in qualified stage.

Compensation

  • Competitive fixed +
    aggressive performance incentives
    linked to closures, go-live TAT, and partner success.
  • Benefits as per company policy. Seniority/grade (Manager to AVP) based on past record.

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