Director – Franchise & Business Development

Khaitan Education Centre · Ghaziabad, India

Job Purpose

The Franchise Business Head leads the franchise-driven growth of the Khaitan chain of schools across Delhi NCR and Pan India. As a senior, target-carrying leader reporting directly to the Chairman, the role owns the entire franchise lifecycle — from market identification and lead generation, through commercial negotiation, MOU execution and school setup, to post-launch handover and partner support. The role exists to expand the Khaitan footprint aggressively and profitably while safeguarding the brand and ensuring every new franchise unit meets CBSE norms and upholds the academic and value standards of the Khaitan Education Centre.

Key Roles & Responsibilities

A. Franchise Sales & Revenue Ownership

• Own and deliver the annual franchise sales target — number of signed units and franchise revenue — set by the Chairman/Board.
• Build and manage a healthy pipeline of prospective franchise partners across Delhi NCR and priority Pan-India markets.
• Drive the full sales cycle — prospecting, pitching, negotiation and closure — to convert leads into signed franchise agreements.
• Structure commercial terms (franchise fee, royalty, brand-licensing) in line with Board-approved commercial policy.

B. Market Intelligence, Marketing & Lead Generation

• Map target territories by demand, demographics, competition and school-going population to prioritise expansion markets.
• Generate qualified leads through education expos, franchise fairs, channel partners, consultants and digital campaigns.
• Track and benchmark competing school-franchise brands — fee models, support offerings, expansion pace — to keep Khaitan's proposition sharp.
• Work with marketing to develop the franchise prospectus, investor deck and sales collateral, and run targeted lead-generation campaigns.

C. Deal Structuring, MOU & Commercials

• Prepare and present feasibility and ROI models to prospective franchise investors.
• Conduct due diligence on prospective franchisees — financial capacity, promoter background and land/site suitability.
• Assess proposed sites and land against CBSE infrastructure and safety norms before commitment.
• Negotiate and execute the MOU and franchise agreement, coordinating with Legal on brand licensing, royalty and exit clauses.

D. Franchise Setup, Onboarding & CBSE Compliance

• Guide franchise partners through end-to-end school setup — infrastructure, staffing model, systems and pre-launch readiness.
• Ensure every new unit is established in compliance with CBSE Affiliation Bye-Laws, RTE provisions and state education-department requirements.
• Coordinate the transfer of Khaitan academic systems, brand standards and operating processes to the franchise partner.
• Own the onboarding timeline and drive MOU-to-launch conversion within agreed timeframes.

E. Partner Relationship Management & Post-Launch Support

• Serve as the primary relationship owner for franchise partners, sustaining strong, professional, long-term relationships.
• Monitor early-stage performance of new units — admissions ramp-up, brand adherence and academic-quality audits — and intervene where needed.
• Manage grievances, renewals and, where required, franchise exits or terminations in line with contract terms.

F. Team Leadership & Sales Governance

• Build, lead and develop the business-development team, setting individual targets and reviewing performance.
• Maintain a disciplined CRM-based pipeline and a sales-governance rhythm — forecasts, funnel reviews and conversion tracking.
• Report progress against targets, pipeline health and market insights to the Chairman on an agreed cadence.

G. Brand Stewardship & Stakeholder Management

• Represent the Khaitan Education Centre at investor forums, education conferences and franchise events as a senior brand ambassador.
• Ensure brand consistency, quality and value alignment across all franchise units.
• Build and sustain relationships with external stakeholders — investors, consultants, real-estate partners and education bodies.

Other Points

Time Commitment & Engagement

This is a full-time senior executive role with extensive Pan-India travel. The Franchise Business Head is expected to be available for Board and leadership reviews, investor meetings and franchise events, and to devote the substantial part of working time to the growth of the franchise network.

Remuneration & Review

Remuneration comprises a fixed component plus a performance-linked variable/incentive component tied directly to franchise sales and revenue targets. The structure is set and reviewed periodically by the Chairman/Board. (Exact fixed–variable split and incentive slabs to be finalised by the Board.)

Recruiting Points

Qualifications

• Master's degree — MBA in Sales / Marketing / Business Management preferred.
• Bachelor's degree mandatory.

Experience

• 12–15 years in sales / business development, with a strong track record in K-12 school franchising and franchise development.
• Mandatory: must come from a school / education background with hands-on experience signing and managing school franchisees, including MOU execution and school setup.
• Demonstrated experience carrying and delivering aggressive sales and revenue targets.
• Working knowledge of CBSE Affiliation Bye-Laws and school regulatory requirements.

Skills

• Sharp sales acumen — prospecting, negotiation and deal closure at investor/promoter level.
• Strong understanding of the education market, customer/parent needs and the competitor landscape.
• Technical knowledge of the school-franchise business — commercials, MOUs, unit economics and setup.
• Command of CBSE laws and bye-laws and their application to new-school setup.
• Excellent communication, presentation and stakeholder-management skills.
• Team leadership with CRM and pipeline discipline.

Disposition

• Dynamic, energetic and high-drive, with a hunter's mindset for growth.
• Target-driven, self-motivated and comfortable owning aggressive growth numbers.
• High integrity and professionalism in representing the brand and handling commercials.
• Willing to travel extensively across Delhi NCR and Pan India.
• Collaborative, solution-oriented and resilient under pressure.