Job Description
Role: State/Regional Head - Mandap Acquisition
Location: Chennai, Tamilnadu
Role Overview
The State / Regional Head – Mandap Acquisition & Partnerships will be responsible for building, scaling, and managing the Mandap acquisition business for Matrimony.com. The role will initially focus on Tamil Nadu, with a mandate to replicate and scale the model across other states.
The incumbent will lead a team of Business Development Managers (BDMs) responsible for city-wise and cluster-wise mapping of Mandaps, onboarding them onto Matrimony.com under defined commercial models, and driving sustainable revenue growth. This is a senior leadership role requiring strong market understanding, team management, negotiation skills, and execution excellence.
Key Responsibilities
- Own and drive the mandap acquisition strategy for Tamil Nadu, with a clear roadmap to scale across other states.
- Build a city-wise and cluster-wise coverage plan to map and onboard mandaps across the state.
- Lead onboarding of mandaps under applicable and practical commercial models:
- Negotiate commercials, finalize contracts, and close large and strategic mandap partnerships.
- Hire, lead, and manage a team of Business Development Managers (BDMs) with clear city/cluster ownership.
- Set acquisition targets, revenue goals, and KPIs for the team and ensure consistent achievement.
- Drive revenue growth through optimal mix of lease-out, co-managed, and listing models.
- Track partner performance, utilization, and unit economics to ensure profitability and ROI.
- Work closely with Product, Marketing, Operations, Legal, and Finance teams for smooth onboarding and execution.
- Ensure adherence to brand guidelines, service standards, and customer experience expectations across all partner mandaps.
- Resolve partner escalations, operational issues, and market-level challenges proactively.
- Monitor competition, pricing trends, and market dynamics to refine acquisition and pricing strategies.
- Create and standardize SOPs, playbooks, and best practices for mandap acquisition and management.
- Support expansion into new states by helping set up teams, training resources, and acquisition frameworks.
- Travel extensively within the region/state to build relationships and oversee on-ground execution.
Skills & Competencies
- Strong business development and partnership management capability
- Excellent negotiation and commercial structuring skills
- Proven team leadership and people management experience
- Strong understanding of regional markets and local ecosystems
- Data-driven approach to target setting, forecasting, and performance tracking
- Strategic thinker with hands-on execution ability
- High ownership mindset with ability to work in an ambiguous, fast-scaling environment
- Strong stakeholder management and communication skills
- Willingness to travel extensively and work closely with on-ground teams
Education & Experience
- Bachelor’s Degree and full time MBA from reputed B-Schools.
- Candidates should have experience of 12 - 15 years in business development, partnerships, or regional sales leadership
- Prior experience in real estate, hospitality, weddings/events, marketplaces, or platform-based businesses is highly preferred
- Proven track record of building and scaling regional teams
- Experience managing multi-city or state-level P&L or revenue targets is a strong plus
About Matrimony.com
Matrimony.com Ltd, a Great Place to Work Certified Wed-Tech company listed on the BSE and NSE, is a leader in matchmaking and wedding services. Its flagship brand, Bharat Matrimony, is the largest and most trusted matrimony brand (Brand Trust Report 2014) spanning customers across the entire economic strata. The company serves over 8 million members with the support of 2,900+ associates and a network of 130+ company-owned retail outlets.
Key Offerings
Matchmaking Services:
- BharatMatrimony and 200+ matrimony brands segmented on religion, languages, communities, and occupation.
- Jodii: An exclusive matchmaking app for non-degree holders in 9 Indian languages
- Assisted Service and EliteMatrimony: Personalised services for the HNI, NRI and Premium segment of customers
Wedding Services:
- Wedding Bazaar: Largest wedding services provider.
- Mandap.com: Largest online wedding venues platform.
- MakeMyWedding: Personalized & curated wedding planning services.
New Initiatives & Verticals
- Astro Free Chat: It is an exclusive app for any astrology consultation
- ManyJobs: Employment platform targeting grey collar workforce. In vernacular language for the Tamil Nadu market (initial phase) and with some of industry first features for both companies and candidates
- Luv.com: A next generation serious relationship app.
International Presence
Matrimony.com has successfully expanded into international markets, with UAE operations thriving for 4+ years and Bangladesh operations commencing in 2021. With a mission to dominate the $55 billion wedding services industry.
Location: Chennai, Tamilnadu
Role Overview
The State / Regional Head – Mandap Acquisition & Partnerships will be responsible for building, scaling, and managing the Mandap acquisition business for Matrimony.com. The role will initially focus on Tamil Nadu, with a mandate to replicate and scale the model across other states.
The incumbent will lead a team of Business Development Managers (BDMs) responsible for city-wise and cluster-wise mapping of Mandaps, onboarding them onto Matrimony.com under defined commercial models, and driving sustainable revenue growth. This is a senior leadership role requiring strong market understanding, team management, negotiation skills, and execution excellence.
Key Responsibilities
- Own and drive the mandap acquisition strategy for Tamil Nadu, with a clear roadmap to scale across other states.
- Build a city-wise and cluster-wise coverage plan to map and onboard mandaps across the state.
- Lead onboarding of mandaps under applicable and practical commercial models:
- Negotiate commercials, finalize contracts, and close large and strategic mandap partnerships.
- Hire, lead, and manage a team of Business Development Managers (BDMs) with clear city/cluster ownership.
- Set acquisition targets, revenue goals, and KPIs for the team and ensure consistent achievement.
- Drive revenue growth through optimal mix of lease-out, co-managed, and listing models.
- Track partner performance, utilization, and unit economics to ensure profitability and ROI.
- Work closely with Product, Marketing, Operations, Legal, and Finance teams for smooth onboarding and execution.
- Ensure adherence to brand guidelines, service standards, and customer experience expectations across all partner mandaps.
- Resolve partner escalations, operational issues, and market-level challenges proactively.
- Monitor competition, pricing trends, and market dynamics to refine acquisition and pricing strategies.
- Create and standardize SOPs, playbooks, and best practices for mandap acquisition and management.
- Support expansion into new states by helping set up teams, training resources, and acquisition frameworks.
- Travel extensively within the region/state to build relationships and oversee on-ground execution.
Skills & Competencies
- Strong business development and partnership management capability
- Excellent negotiation and commercial structuring skills
- Proven team leadership and people management experience
- Strong understanding of regional markets and local ecosystems
- Data-driven approach to target setting, forecasting, and performance tracking
- Strategic thinker with hands-on execution ability
- High ownership mindset with ability to work in an ambiguous, fast-scaling environment
- Strong stakeholder management and communication skills
- Willingness to travel extensively and work closely with on-ground teams
Education & Experience
- Bachelor’s Degree and full time MBA from reputed B-Schools.
- Candidates should have experience of 12 - 15 years in business development, partnerships, or regional sales leadership
- Prior experience in real estate, hospitality, weddings/events, marketplaces, or platform-based businesses is highly preferred
- Proven track record of building and scaling regional teams
- Experience managing multi-city or state-level P&L or revenue targets is a strong plus
About Matrimony.com
Matrimony.com Ltd, a Great Place to Work Certified Wed-Tech company listed on the BSE and NSE, is a leader in matchmaking and wedding services. Its flagship brand, Bharat Matrimony, is the largest and most trusted matrimony brand (Brand Trust Report 2014) spanning customers across the entire economic strata. The company serves over 8 million members with the support of 2,900+ associates and a network of 130+ company-owned retail outlets.
Key Offerings
Matchmaking Services:
- BharatMatrimony and 200+ matrimony brands segmented on religion, languages, communities, and occupation.
- Jodii: An exclusive matchmaking app for non-degree holders in 9 Indian languages
- Assisted Service and EliteMatrimony: Personalised services for the HNI, NRI and Premium segment of customers
Wedding Services:
- Wedding Bazaar: Largest wedding services provider.
- Mandap.com: Largest online wedding venues platform.
- MakeMyWedding: Personalized & curated wedding planning services.
New Initiatives & Verticals
- Astro Free Chat: It is an exclusive app for any astrology consultation
- ManyJobs: Employment platform targeting grey collar workforce. In vernacular language for the Tamil Nadu market (initial phase) and with some of industry first features for both companies and candidates
- Luv.com: A next generation serious relationship app.
International Presence
Matrimony.com has successfully expanded into international markets, with UAE operations thriving for 4+ years and Bangladesh operations commencing in 2021. With a mission to dominate the $55 billion wedding services industry.
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