Role Overview:

We are seeking a seasoned Business Development Head Franchise Sales to lead and execute aggressive expansion plans under the FOCO (Franchise Owned, Company Operated) model for a leading Food & Beverage brand.

This is a senior leadership role requiring deep expertise in franchise sales, network expansion, deal structuring, and project execution, with a strong understanding of FOCO, FOFO, and COCO models. The incumbent will work closely with promoters and senior leadership to drive sustainable growth across key markets.

Key Responsibilities:

Franchise Expansion & Sales:

- Lead end-to-end franchise sales and expansion strategy under the FOCO model.

- Identify, evaluate, and onboard franchise partners aligned with brand standards.

- Drive franchise deal closures, including commercial negotiations and agreement finalization.

- Build a robust pipeline of high-quality franchise prospects across targeted geographies.

FOCO / FOFO / COCO Model Execution:

- Manage expansion across FOCO, FOFO, and COCO business models with a clear understanding of financial and operational dynamics.

- Ensure seamless coordination between franchise owners and internal operations teams.

- Monitor performance and scalability of FOCO-operated outlets.

Location Feasibility & Project Management:

- Lead site identification, feasibility analysis, and location approval processes.

- Evaluate catchment potential, footfall, competition, and ROI viability.

- Oversee project execution in coordination with design, construction, and operations teams to ensure timely store launches.

Strategic Growth Initiatives:

- Develop and execute market expansion roadmaps aligned with the brands growth objectives.

- Identify new cities, formats, and growth opportunities.

- Present expansion plans, progress reports, and strategic recommendations to senior leadership.

Stakeholder & Leadership Management:

- Work closely with founders, CXOs, operations, finance, and legal teams.

- Build long-term relationships with franchise partners, brokers, and developers.

- Lead, mentor, and scale the franchise sales and projects team.

Key Performance Areas (KRAs):

- Number of franchise sign-ups and store launches

- Revenue and expansion targets achievement

- Quality and sustainability of franchise partnerships

- Timely execution of FOCO projects

- Location ROI and outlet performance metrics

- Market penetration and geographic coverage

Candidate Profile:

Must-Have:

- 10-15+ years of experience in Franchise Sales / Business Development

- Strong exposure to FOCO / FOFO / COCO models

- Prior experience in Food & Beverage, QSR, or Hospitality

- Proven track record in franchise deal closures and network expansion

- Expertise in location feasibility, partner onboarding, and project execution

Good-to-Have:

- Experience working with high-growth or national-level brands

- Exposure to multi-city or pan-India expansion projects

- Strong commercial and financial acumen