General Manager - Business Development & Market Expansion - Real Estate

Job Description - General Manager - Business Development & Market Expansion

Industry: Real Estate - Property Development (Residential - Affordable to Mid-Premium, premium & luxury)

Location: Bhubaneswar (Corporate Office), with extensive travel across Odisha, Andhra Pradesh and Karnataka, travel may include international as Dubai.

Reporting to: Director

Function: Business Development & Market Expansion

Experience: 15 - 18+ years in Real Estate - Property Development, of which at least 6 years in business development, land acquisition or new-market expansion

Role Type: Strategic + Business Growth + Market Expansion

1. Role Purpose & Business Context:

The Head of Business Development will drive the company's next phase of growth beyond its existing Bhubaneswar operations - into tier-3 cities of Odisha and, subsequently, into neighbouring state and international as the business expands. The company currently mid-premium segment with a 3 million sqft. gross development with a pipelined 6.5 additional sqft. expansion.

The role will ensure that expansion decisions are driven not only by growth potential but also by structured commercial, legal, regulatory, market and execution-risk assessment, thereby protecting the organisation from avoidable exposure while pursuing new geographies and development opportunities.

The incumbent will build the future development pipeline, rather than manage the existing sales funnel.

2. Key Responsibilities:

2.1 New Market Development:

- Identify and prioritise new cities and micro-markets in Odisha like, Sambalpur, Jharsuguda and Berhampur, Paradip, Khurda.

- Conduct market attractiveness studies, assess demand, competition, pricing, absorption and customer profiles.

- Define city-entry criteria (demand depth, absorption, land cost as % of revenue, infrastructure triggers, regulatory climate).

- Recommend market-entry strategy and timing; build city-wise business plans.

- Set up a lean regional presence (local liaison, BD manager, site office) ahead of the first launch in each city.

2.2 New Project / Land Opportunities:

- Identify land parcels and development opportunities through landowners, brokers, development authorities, auctions and distressed assets.

- Structure and negotiate outright purchase, JVs, JDAs (revenue / area share) and development-management deals.

- Develop and maintain a qualified project pipeline and land-bank tracker (stage, value, risk, expected launch).

- Coordinate with Legal, Finance, Projects and Leadership for title due diligence, land conversion, approvals and RERA readiness.

- Prepare investment / business cases - product mix, pricing, cash flows, IRR, break-even - for approval.

- Hand over each approved project to the CBO with a launch brief: target customer, unit mix, price band and absorption plan.

2.3 Geographic Expansion - Andhra Pradesh, Karnataka, Maharastra and international Market such as Dubai:

- Build the business case and entry route for different geographies favouring JDA-led, asset-light entry to limit upfront capital.

- Local market intelligence and competitive intelligence.

- Customer demand signals and investor / NRI networks.

- Local developer contacts and landowner introductions.

- Channel partner intelligence for new-market launches.

2.4 Strategic Partnerships and Institutional Business:

- Build relationships with landowners, developers, investors and real estate funds.

- Identify co-development opportunities and explore asset-light expansion models.

- Originate institutional and bulk deals - corporate, PSU and industrial employee housing (notably in the Jharsuguda - Sambalpur belt) and government affordable-housing schemes.

- Develop strategic alliances in each target market.

2.5 Governance, Reporting and Team:

- Present a monthly BD dashboard to the Director: pipeline value, deals by stage, land cost, approvals status and forecast launches.

- Ensure every deal follows the approved delegation of authority and due-diligence standards.

- Hire, lead and develop the BD, land and feasibility team, building regional capability ahead of each market launch.

2.6 Candidate Profile:

- MBA / PGDM in Marketing, Sales, Strategy or Real Estate, or equivalent.

- 15 - 18+ years in real estate, including business development at regional and national level.

- Proven success in land acquisition, JDA / JV deal-making and scaling business across affordable and mid-premium residential segments.

- Track record of leading entry into at least one new city or state, ideally across Odisha, Andhra Pradesh, Telangana, Karnataka, Maharastra.

- Expertise in real estate commercials - feasibility, IRR, cash flows, RERA, land conversion and approvals.

- Leadership of large teams; excellent stakeholder skills with landowners, developers, brokers, investors, authorities and buyers.

- Languages: English and Hindi essential, Odia preferred; Telugu and Kannada fluency advantageous.