Director of Franchise Sales - Restaurants

Job Overview:

The Director of Franchise Sales will be responsible for driving the growth of the restaurant brand by identifying, attracting, and signing high-quality franchisees. This individual will develop and execute franchise sales strategies, manage the franchise development pipeline, and work closely with internal teams to ensure successful franchise expansion. The ideal candidate has a proven track record in franchise sales, a deep understanding of restaurant operations, and the ability to build strong relationships with potential franchise partners.

Key Responsibilities:

Franchise Sales & Business Development

• Develop and execute a strategic plan to drive franchise growth and meet annual sales targets.
• Identify, qualify, and recruit potential franchisees who align with the brand’s culture, values, and financial requirements.
• Manage the full sales process, from initial inquiry through deal closing, including presentations, financial evaluations, and contract negotiations.
• Conduct market research and competitive analysis to identify prime growth markets and franchise opportunities.
• Collaborate with real estate and operations teams to assess market potential and site selection for new franchise locations.

Lead Generation & Relationship Management

• Build and manage a robust pipeline of prospective franchisees through networking, digital marketing, broker relationships, and industry events.
• Develop marketing strategies and materials to attract top-tier franchise candidates.
• Establish and maintain strong relationships with existing and potential franchisees, ensuring a positive experience throughout the sales process.
• Represent the brand at franchise expos, trade shows, and industry conferences.

Franchise Development & Compliance

• Guide potential franchisees through the due diligence process, including financial vetting, territory selection, and franchise agreement execution.
• Work closely with legal teams to ensure compliance with franchise disclosure laws and agreements.
• Partner with training and operations teams to ensure new franchisees are set up for success post-signing.

Performance Tracking & Reporting

• Maintain detailed records of leads, sales progress, and franchise agreements using CRM and sales tracking tools.
• Provide regular updates and reports on franchise sales performance, pipeline activity, and market trends to senior leadership.
• Continuously refine the sales process to improve efficiency and conversion rates.

Qualifications & Experience:

• Education: Bachelor’s degree in Business, Marketing, or a related field.
• Experience:
  • 7+ years of experience in franchise sales, preferably within the restaurant or hospitality industry.
  • Proven track record of successfully closing franchise deals and meeting or exceeding sales targets.
  • Strong understanding of franchise business models, FDD (Franchise Disclosure Document) regulations, and territory development.
• Skills:
  • Excellent sales, negotiation, and relationship-building skills.
  • Strong financial acumen with the ability to assess franchisee investment capabilities.
  • Ability to manage multiple deals and priorities in a fast-paced environment.
  • Proficiency in CRM software, franchise sales platforms, and Microsoft Office Suite.