Business Development Manager

Role Overview

The Head/Lead - Business Development & Sales will be responsible for driving new business development closure at JSW Sports Academies and BFC Soccer Schools, including centre rollout, revenue growth, systems enablement, partnerships, cost optimization, and data-led decision-making.

Reporting into the Head of Sports Academies, this is an execution-heavy leadership role requiring strong ownership, commercial acumen, and the ability to build a scalable, repeatable operating model for rapid growth across India.

Key Responsibilities

Expansion & Strategic Growth

• Lead pan-India expansion strategy, including market prioritisation, city sequencing, and rollout planning with the CEO.
• Identify high-potential cities, micro-markets, and catchments using demand, demographics, and commercial viability.
• Source, evaluate, and close real estate to new centres; lead lease and commercial negotiations.
• Own end-to-end partnerships:
• Institutional Partnerships – Schools & Education (B2B)
• Public-Private Partnerships (PPP) – Government Infrastructure
• Build standardised SOPs and playbooks to enable faster, consistent rollouts.

Revenue, Unit Economics & Performance

• Drive revenue growth and profitability through program mix, pricing, utilization, retention, and ancillary offerings.
• Strengthen center-level unit economics and long-term business sustainability.
• Track centre performance and lead targeted improvement plans with operations teams.

Partnerships & Cost Efficiency

• Building partnerships including school partnerships, corporate programmes, events, and coaching education.
• Negotiate contracts to improve cost efficiency while maintaining quality and brand standards.

Data & Business Intelligence

• Own dashboards tracking enrolments, utilization, retention, revenue, costs, and profitability.
• Translate insights into clear actions to improve centre and business performance.

Candidate Profile

Experience

• 8–12 years in high-growth BD / Sales roles
• Background in EdTech, Real Estate, Fitness, Hospitality or Sports preferred
• Proven experience closing large-ticket B2B deals
• Experience working with institutional clients (schools, corporates, government)
• Experience scaling networks (50+ locations or partners)

Core Competencies:

• Strong commercial acumen and negotiation skills
• Ability to manage complex, multi-stakeholder deals
• Strategic thinker with execution depth
• Comfortable with ambiguity and greenfield scale
• Entrepreneurial mindset with structured approach
• Data-driven and P&L-oriented
• Team builder and culture setter