Sr. Director/vp Franchise Sales

Sr. Director/VP, Franchise Sales

The Sr. Director/VP, Franchise Sales drives system growth by leading all franchise development activities, including market planning, lead generation, candidate qualification, discovery events, financial evaluation, and agreement execution. The role owns the full development funnel and is accountable for meeting annual signed-unit, territory, and revenue targets.

In partnership with cross-functional leaders and Franchise Business Directors, the VP supports existing franchisees on strategies that strengthen unit-level performance, enable multi-unit expansion, and reinforce brand standards. The role ensures a coordinated, data-driven approach to franchise recruitment, market expansion, and franchisee performance improvement, while safeguarding long-term system health and consistent execution across the franchised portfolio.

Essential Duties And Responsibilities:

• Identifies, cultivates, manages and tracks new franchise opportunities, overseeing the full pipeline from lead generation through qualification, financial review, discovery process, and final agreement execution.
• Develops and implements strategic initiatives and tactics to identify and increase franchise lead generation strategies, optimizing digital channels, broker partnerships, referral programs, and events to increase qualified lead volume, improve cost-per-lead, and expand the top of the funnel.
• Leads all franchise-level growth initiatives and cross-functional projects across Marketing, Operations, QA, Supply Chain, IT, Real Estate, and Finance to ensure alignment, clear communication, and consistent execution of brand standards supporting franchise recruitment and system expansion.
• Directs the development of the franchise growth and revenue plan, ensuring alignment with corporate strategy, unit-economics goals, territory targets, and annual operating plans.
• Oversees the creation, enhancement, and adoption of franchisee performance scorecards and reporting tools, ensuring meaningful KPIs (e.g., sales growth, guest metrics, labor productivity, operational compliance) are consistently tracked and utilized across the network.
• Partners with Franchise Business Directors (FBDs) to improve franchisee performance, ensuring franchisees understand and adopt key operational and financial reporting tools. Works collaboratively to drive execution of systemwide initiatives, strengthen unit-level economics, and improve brand-wide consistency.
• Reviews sales, guest counts, and operational metrics regularly, identifies performance variances, conducts root-cause analysis, and leads cross-functional action planning to support challenged franchisees and improve performance across assigned territories.
• Serves as co-leader of the Annual Leadership Conference ensuring franchisees receive clear communication on brand direction, strategic initiatives, growth priorities, and operational expectations. Develops and delivers training where applicable.
• Ensures timely, accurate, and transparent reporting systems for tracking leads, sales performance, funnel conversion, franchise application progress, and other critical indicators that inform strategic decisions and forecast accuracy.
• Coordinates the multi-departmental review, approval, and execution of franchise agreements, ensuring legal, financial, operational, and development requirements are met before final approval.
• Manages the complete franchise application and onboarding process, including candidate due diligence, financial capability review, legal documentation, pro forma evaluation, and internal approval workflows to ensure timely and accurate processing.
• Collaborates with Franchise Business Directors and functional partners to continuously enhance programs, tools, and processes that drive franchisee success. Proactively gathers field feedback and converts insights into practical, franchise-friendly solutions.
• Ensures Annual Business Reviews are completed for franchisees, establishing performance priorities, reviewing results, and aligning on strategic plans to improve unit-level profitability and operational execution.
• Communicates company policies and standards effectively, maintains strong franchise relationships, and evaluates prospective market expansion and franchise candidate suitability to protect long-term system health.
• Develops and executes a business plan to achieve or exceed annual franchise sales and unit-growth goals, directly identifying, advancing, and closing qualified franchisees and multi-unit operators.
• Models professional, ethical, and collaborative leadership, promoting teamwork, accountability, and shared success across the franchise system and corporate organization.
• Performs additional duties as assigned by executive leadership.

Qualifications – Education, Experience, License/Certifications:

To perform this job successfully, an individual must be able to satisfactorily perform the essential functions of the job. Reasonable accommodation will be made to enable individuals with disabilities to perform the essential functions of the job. The requirements listed below are representative of the education and/or experience required.

Education/Work Experience: BA/BS required, Master's degree a plus. Minimum of 10+ years' franchise sales and operations management experience required, preferably in multi-state/multi-unit restaurants. Excellent track record of sales achievement, including multi-unit agreements of 10 or more units.

• Certifications: Certified Franchise Executive (CFE) strongly preferred.

Knowledge, Skills, and Abilities:

• Experience with successfully recruiting, building, and developing a team (based on current and future needs).
• Confidence in execution of strategic initiatives.
• Must be decisive and able to make fact-based decisions.
• Strong analytical and problem-solving mindset and skills; meticulous attention to detail
• Ability to effectively communicate with internal and external business partners.
• Ability to prioritize and plan work assignments and work under pressure of frequent and tight deadlines.
• Ability to read, write, and interpret complex reports, documents, and correspondence.
• Adept at managing and prioritizing competing time sensitive requests while working well in a team atmosphere that may be under pressure.
• Ability to exercise independent judgment on matters of significance to the company.
• Ability to work weekends and extended work schedules as needed.
• Ability to travel to the Restaurant Support Center for discovery days and quarterly franchise board meetings.
• This role will require extensive travel over 50% of the time or more depending on business needs.