Sales Director

Overview

The Franchise Sales Director leads the development and expansion of the franchise network by identifying, attracting, and onboarding qualified franchise partners. This role is responsible for creating and executing franchise growth strategies, managing the franchise sales pipeline, and ensuring compliance with all franchise-related regulations. The Franchise Sales Director works closely with cross-functional teams to support brand growth and maintain strong franchisee relationships.

Key Responsibilities

Franchise Development & Growth

• Develop and implement franchise sales strategies to achieve annual expansion targets.
  
• Identify high-potential markets for franchise development through market research and analysis.
  
• Build, manage, and optimize the franchise sales pipeline from lead generation to closing.
  
• Conduct discovery calls, presentations, and meetings with prospective franchisees.
  

Lead Management & Conversion

• Oversee franchise marketing and lead-generation initiatives in collaboration with marketing teams.
  
• Qualify prospects, assess financial capabilities, and ensure alignment with brand standards.
  
• Guide candidates through the entire sales process, including applications, due diligence, and approvals.
  
• Negotiate franchise agreements and support onboarding of new franchise partners.
  

Relationship & Stakeholder Management

• Maintain strong relationships with brokers, consultants, and franchise development partners.
  
• Collaborate with legal, finance, operations, and real estate teams to facilitate the franchise process.
  
• Represent the brand at franchise expos, conferences, and industry networking events.
  

Compliance & Documentation

• Ensure all franchise sales activities comply with franchise disclosure laws and company policies.
  
• Manage the Franchise Disclosure Document (FDD) review and signature process.
  
• Maintain accurate records of candidate interactions, agreements, and approvals.
  

Performance Management & Reporting

• Track and analyze sales performance metrics, pipeline data, and market trends.
  
• Prepare and deliver regular sales reports to senior leadership.
  
• Identify process improvements to increase conversion rates and franchise growth efficiency.
  

Qualifications

• Bachelors degree in business, marketing, or related field.
  
• 710+ years of experience in franchise development or multi-unit expansion (leadership experience preferred).
  
• Strong understanding of franchise models, FDD requirements, and franchise compliance.
  
• Proven track record of achieving franchise or business development sales targets.
  
• Exceptional communication, negotiation, and presentation skills.
  
• Experience with CRM systems and data-driven sales approaches.
  

Core Competencies

• Strategic franchise development
  
• Lead generation and conversion optimization
  
• Relationship building and stakeholder management
  
• Legal and compliance awareness in franchising
  
• Negotiation and closing skills
  
• Market research and territory planning
  
• Executive-level communication