Business Development Manager

Retail Business Development

Key Responsibilities

Market Expansion & Network Development

• Drive NewU’s expansion strategy through identification and development of new company-owned and franchise store opportunities across identified markets.
• Research and evaluate new cities, catchments, malls and high streets based on market potential, consumer profile, competition, retail density and commercial viability.
• Conduct comprehensive market mapping and continuously update the expansion database to identify current and upcoming opportunities.
• Plan timely entry into high-potential markets to secure first-mover, cost and competitive advantages.
• Build visibility on future retail spaces and upcoming developments in potential markets to create a strong forward pipeline for expansion.
• Track new mall developments, upcoming high streets, competitor expansion and changing retail catchments.
• Develop and maintain a healthy pipeline of potential sites aligned with the annual expansion plan.

Franchise Development & Management

• Identify and develop potential new franchise partners in priority markets.
• Build and maintain a strong network of both existing and prospective franchisees to support NewU’s expansion plans.
• Evaluate potential franchise partners on financial capability, market knowledge, operational capability and long-term business potential.
• Develop strong relationships with existing franchise partners and identify opportunities for further expansion within their respective markets.

3. Site Identification & Commercial Evaluation

• Identify suitable retail locations ensuring the principle of Right Market, Right Location, Right Size and Right Cost.
• Evaluate sites based on catchment, footfall, visibility, accessibility, competition, adjacencies, store configuration and commercial potential.
• Benchmark rentals and commercial terms across comparable properties and competing retailers before recommending a site.
• Present shortlisted opportunities along with commercial evaluation and recommendations for management approval.

Partnership & Commercial Management

• Build and maintain strong relationships with mall developers, landlords, IPCs, brokers, property consultants and other key stakeholders across markets.
• Negotiate lease and commercial agreements to secure the best possible locations and commercial terms for NewU.
• Negotiate rentals, CAM, revenue share, security deposits, escalation, fit-out periods, signage rights, lease tenure and other key commercial terms.
• Develop long-term relationships with leading developers and landlords to ensure early access to attractive upcoming retail opportunities.

Cross-Functional Coordination

• Work closely with Operations, Projects, Finance, Legal, Marketing and other internal teams to ensure smooth progression of each opportunity from identification to store opening.
• Coordinate site visits, feasibility assessments, commercial approvals, documentation, possession and handover.
• Ensure all commercial commitments made by landlords/developers are clearly documented and communicated to relevant internal teams.
• Proactively identify and resolve bottlenecks that may impact site closure, possession or store-opening timelines.

Process & Systems Management

• Establish and continuously improve processes, systems and SOPs required for effective management of the Business Development and Expansion function.
• Create standardized formats for market mapping, site evaluation, commercial comparison, franchise evaluation and management approvals.
• Ensure adherence to defined approval processes and documentation requirements.
• Regularly review existing processes and recommend improvements to increase speed, visibility and effectiveness of expansion.

Market Identified → Site/Franchise Lead → Evaluation → Commercial Negotiation → Approval → LOI → Agreement → Possession → Fit-Out → Store Opening

• Ensure timely day-to-day updates of all ongoing discussions, negotiations, approvals and pending actions.
• Prepare weekly and monthly MIS highlighting pipeline status, key developments, pending decisions, risks and upcoming closures.
• Conduct regular reviews with reporting managers/senior management and ensure timely closure of agreed action points.
• Maintain visibility on the future expansion pipeline to support annual and long-term store-opening plans.

Lease Documentation & Closure

• Coordinate with Legal for lease agreements and other property-related documentation.
• Ensure commercial terms agreed in the LOI/term sheet are correctly incorporated into the final agreement.
• Coordinate documentation relating to landlord approvals, possession, statutory requirements and other prerequisites.

Store Handover & Opening Coordination

• Coordinate with Projects, Operations and landlords for timely site possession and handover.
• Ensure agreed landlord scope and infrastructure commitments are completed before possession.
• Track key milestones from site approval → LOI → agreement → possession → fit-out → store opening.
• Highlight potential delays or commercial issues proactively and drive resolution.

Key Deliverables / KPIs

• Achievement of annual store expansion targets
• Number and quality of new markets/catchments identified
• Pipeline of future retail locations. New franchise partners identified and onboarded
• Expansion through existing franchise partners

Qualification and Experience

• MBA / PGDM in Marketing, Retail Management, Real Estate, Finance or Business Management preferred.
• 10 + years of relevant experience in Business Development, Retail Expansion, Leasing or Retail Real Estate. Experience working with a beauty, cosmetics, fashion, lifestyle, footwear, jewellery, QSR or other consumer retail brand would be highly preferred.
• Candidates currently working with established multi-store retail brands will have an advantage.
• Hands-on experience in mall as well as high-street expansion is preferred.
• Existing relationships with major mall developers, landlords, IPCs and retail property consultants would be a significant advantage.

Behavioral Competencies

• Commercially sharp: Able to balance location quality with financial viability.
• Strong negotiator: Confident in dealing with senior representatives of developers and landlords.
• Market connected: Actively tracks new developments and opportunities rather than relying solely on brokers.
• Analytical: Makes site recommendations based on data and commercial logic rather than intuition alone.
• Agile and responsive: Comfortable operating in a fast-paced retail environment with aggressive expansion timelines.
• Willing to travel: Should be comfortable travelling frequently for market visits, site evaluations and negotiations.