Flo Mattress
Website:
flomattress.com
Job details:
Head of Retail Expansion | Flo Mattress
Building Flo's Offline Retail Footprint Across India
📍 Location: Mumbai | Travel across India
💼 Experience: 6–12 years in organised retail expansion
About Flo
At Flo, we're on a mission to help India sleep better.
We've built a fast-growing, profitable sleep and mattress business by combining great products, in-house manufacturing, a customer-first mindset, and a capital-efficient operating model.
Now, we're entering an exciting new chapter: building Flo's offline retail presence across India.
We believe there's a massive opportunity to bring the Flo experience closer to millions of Indian consumers through thoughtfully located, beautifully designed stores where customers can experience our products firsthand.
And we're looking for someone exceptional to help us make this happen.
The Opportunity
We're looking for a retail expansion leader who has been there and done it before — someone who has personally helped a consumer brand expand its company-owned, company-operated (COCO) store network.
This isn't a franchise development or dealer appointment role. You'll own the expansion of Flo's own retail stores, from identifying the right markets and finding the right locations to negotiating leases, opening stores, and building the playbook for scaling across India.
You'll work closely with the founder and leadership team, have significant ownership over where and how we expand, and help build a meaningful new growth engine for Flo.
Think of this as an opportunity to build a national retail network, not simply manage a store-opening pipeline.
What You'll Own
1. Build Flo's retail expansion strategy
- Develop a city-by-city expansion roadmap for Flo's company-owned and company-operated stores.
- Identify priority cities, micro-markets, catchments, and locations based on consumer demand, competition, demographics, and commercial potential.
- Build a scalable store expansion strategy aligned with Flo's broader business goals.
2. Find and secure the right locations
- Identify high-potential retail locations across malls, high streets, and other relevant retail destinations.
- Evaluate footfall, visibility, accessibility, neighbouring brands, catchment potential, and rental economics.
- Lead site evaluations, commercial negotiations, lease discussions, and location closures.
- Build relationships with landlords, mall operators, commercial real estate brokers, and property consultants.
3. Take stores from idea to opening
- Own the end-to-end store launch process, coordinating with design, projects, procurement, finance, operations, and marketing teams.
- Ensure stores open on time, within budget, and in line with Flo's brand and customer experience standards.
- Develop repeatable processes that allow us to open stores faster and more efficiently as we scale.
4. Build a financially sound retail business
- Develop store-level business cases, including setup costs, rental commitments, staffing, operating expenses, revenue potential, and payback periods.
- Work with the leadership team to establish store-level profitability targets and expansion investment criteria.
- Track performance against business cases and continuously improve the economics of new stores.
- Ensure we scale with discipline, prioritising sustainable store economics over store count alone.
5. Build the playbook for national expansion
- Create a robust location-scoring framework and a standardised store-opening process.
- Build a pipeline of potential locations and maintain visibility on expansion timelines and costs.
- Establish the processes, vendor relationships, and operating rhythm required to scale across multiple cities.
- Help build the foundations of a distinctive, customer-first offline retail experience for Flo.
Who We're Looking For
We're looking for an entrepreneurially minded retail professional who combines execution excellence with strong commercial judgement.
You should have:
- Proven retail expansion experience: You have personally driven the opening of multiple physical stores for an organised retail brand.
- COCO experience: You understand the economics and operational realities of company-owned, company-operated retail.
- Strong real estate and leasing expertise: You know how to identify good locations, evaluate catchments, negotiate commercial terms, and close leases.
- Financial acumen: You can assess store-level profitability, capital expenditure, rental affordability, and payback periods.
- End-to-end ownership: You can take a location from the initial idea through negotiations, fit-out, and store opening.
- A bias for action: You're comfortable getting into the details, travelling extensively, solving problems, and making things happen.
- A builder's mindset: You enjoy creating systems and processes from scratch rather than inheriting a fully established playbook.
Experience in furniture, mattresses, home and living, consumer durables, fashion, beauty, electronics, or other organised retail categories would be particularly relevant.
Experience expanding a brand across multiple Indian cities is strongly preferred.
Why Join Flo?
Build something meaningful. Help create a national offline retail network for a brand that's already established a strong foundation in its category.
Work directly with the founder. Partner closely with the leadership team and have a real say in the company's expansion strategy.
Own the outcome. Take responsibility for the entire journey, from market selection and location acquisition to store openings and retail economics.
Combine ambition with discipline. Build a business that grows meaningfully while remaining focused on profitability and capital efficiency.
Make a visible impact. The stores you help open will become the physical face of Flo for customers across India.
The Ideal Candidate
You might be working in retail expansion at a consumer brand today, having helped grow its store network across cities. You understand what makes a location work, how to negotiate a good lease, how to get a store open, and how to build a financially viable retail footprint.
Now, you're looking for an opportunity where you can take greater ownership, work directly with the founder, and help shape a business at an exciting stage of its journey.
If that sounds like you, we'd love to hear from you.
📩 Interested? Apply here or reach out to us directly.
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