The Role
The State Business Head (SBH) / Regional Business Head (RBH) is a senior general management role responsible for owning
the full business performance of an assigned state or regional cluster within a Lenskart circle. This is a true P&L role — you
own revenue, store health, team capability, and growth in your geography.
You will sit between the Circle Head and a team of 3–5 Zonal Managers, acting as the operating layer that translates circle
strategy into ground-level execution. This role is ideal for leaders who have proven themselves in high-growth retail or
consumer businesses and are ready to step into a geography-level business leadership role with full P&L ownership.
Key Responsibilities
-
P&L Ownership & Revenue Growth
- Own the revenue, gross margin, and EBITDA targets for your state/region
- Drive same-store sales growth (SSSG), average transaction value, and wallet share
- Monitor daily/weekly business performance across all stores and course-correct fast
- Build and execute quarterly growth plans in alignment with the Circle Head
2. Expansion & New Store Opening
- Own the new store opening pipeline for your geography — location identification, LOI closures, and launch readiness
- Partner with the real estate and projects team to ensure stores open on time, on budget, and to format standards
- Drive ramp-up plans for new stores to break even within target timelines
- Identify whitespace opportunities — towns, catchments, and high-street pockets not yet covered
3. Retail Operations & Store Health
- Ensure all stores in your portfolio are compliant with SOPs on VM, customer experience, and optometry protocols
- Own NPS/CSAT scores for your geography — identify root causes of detractor feedback and drive closures
- Monitor and manage inventory health, shrinkage, and stock availability at store level
- Drive operational hygiene — audit scores, safety compliance, and brand standards
4. Team Building & Talent Pipeline
- Hire, onboard, and develop a team of Zonal Managers and store leadership (Store Managers, Optometrists)
- Build a 12-month succession bench — ensure every critical role has an internal ready-now candidate
- Run structured performance reviews, PIPs, and career conversations with your team
- Partner with the People Excellence team on hiring velocity, retention, and engagement in your geography
5. Stakeholder & Cross-Functional Management
- Be the single point of contact for your geography for functions like Marketing, Supply Chain, Finance, and Projects
- Drive local marketing and catchment activation campaigns in partnership with the brand team
- Represent your geography in circle-level business reviews with accuracy and accountability
Experience Education Requirements
Total Experience
- 8–12 years of total professional experience
- Profiles with fewer than 8 years considered only if currently holding a State/Regional Head role
with ₹100 Cr+ P&L accountability
Retail & Business Leadership
- Experience in multi-unit retail (Zonal / Area /Regional Manager) is preferred but not mandatory
- Equivalent P&L leadership in consumer, QSR, healthcare, or service businesses will be evaluated
Mandatory Qualification
- Graduate degree in any discipline (mandatory, no exceptions)
- Candidates without a graduation degree will not be considered regardless of experience
Preferred Qualification
- MBA / PGDM from a recognised B-school (Tier 1 or Tier 2)
- Specialisation in Sales & Marketing, General Management, or Retail Management preferred
- Executive MBA or part-time PGDM acceptable if paired with strong work progression
- Comfort managing large distributed field teams across Tier 1 and Tier 2/3 geographies is a strong plus
Sector Background
- Organized retail: optical, fashion, footwear, consumer durables, FMCG modern trade
- Adjacent sectors welcome: QSR, diagnostics, healthcare retail, telecom distribution
- Pure e-commerce or B2B-only backgrounds not preferred unless paired with an offline P&L role
Preferred Track Record
- Revenue growth of 20%+ YoY in a prior geography or business unit
- Has managed or launched 15+ outlets / stores / service points in a single year
- Has built and led a field team of 100+ across a distributed geography
Non-Negotiables
- 8–12 years of total experience with a demonstrated track record of owning business outcomes
- Experience managing a P&L or revenue unit of ₹50 Cr+ — retail, consumer, or services
- Strong commercial instinct — can read a P&L, identify levers, and act fast on data
- Has led a distributed team of 50+ across geographies
Strong Preferences
- Background in organized retail, consumer durables, FMCG modern trade, or optical/healthcare retail
- Prior exposure to multi-unit store operations (Zonal / Area / Regional Manager level)
- Experience working in a high-growth, founder-led or PE-backed company
- Familiarity with Tier 2/3 market dynamics — not just metro-retail experience
Leadership Profile
- Builder mindset — comfortable with greenfield expansion and ambiguity
- High ownership, low-ego — gets hands dirty without losing strategic altitude
- Data-first — uses dashboards, cohort analysis, and store-level metrics to drive decisions
- People magnet — attracts and retains strong Zonal Managers and store leaders
Why This Role
- Direct line to a Circle Head who runs a ₹750 Cr+ business — visibility and learning at scale
- You are essentially running a ₹150–350 Cr business with the resources of a 2,500-store chain behind you
- Path to Circle Head in 2–3 years for high performers — this is a proven stepping stone at Lenskart
- Lenskart is not done growing — 500+ new stores planned over the next 24 months, all of which need SBH-level leaders
to onboard
- Competitive compensation: ₹40–50 Lacs fixed + performance-linked variable + ESOP eligibility for top performers
