Job Description

Job Description

Job Description

A&W Restaurants, Inc. is looking to add a Director of Franchise Development to the team! 

The Director of Franchise Development reports to the VP of Development and Design. The position is responsible for developing a candidate pipeline to facilitate new store sales. Additionally, this position is also responsible for developing a candidate pipeline to facilitate the resell process between existing franchisees and new candidates. The Director of Franchise Sales will follow up on incoming inquiries and utilize other tools to identify, qualify, and educate franchise prospects, while also monitoring new franchisees through the new owner process.

Essential Functions

Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

1. Maintain, follow up, and lead candidates through the due diligence and discovery process.
2. Identify and recruit qualified franchisees that meet the company’s financial, operational, and cultural standards.
3. Manage the sales pipeline, including qualification, discovery process, validation support, and Franchise Agreement execution.
4. Plan, coordinate, and host monthly Discovery Day events in Lexington, KY, ensuring an engaging experience and a conversion rate of at least 70% from candidates to signed agreements.
5. Assist in gathering all necessary documents for the legal department's Franchise Agreement preparation.
6. Represent the brand at conferences and franchise industry events, where applicable.
7. Build relationships with internal stakeholders and existing franchisees.
8. Collaborate with the Operations team for smooth onboarding and handoff of new franchisees.
9. Consistently stay in contact with existing franchisees in his/her territory.
10. Update and maintain reports for VP of Development & Design, including bi-weekly sales summary activity and monthly sales forecast.
11. Develop and execute franchise sales strategies and campaigns in collaboration with the Development team, leveraging digital media, trade shows, networking, and relationship marketing.
12. Ensure all communication materials are up-to-date, timely, and relevant; archive materials as needed.
13. Consistently and accurately record all sales activity into the current FranConnect platform.
14. Maintain thorough knowledge of all competitive Franchise Disclosure Documents.

Competencies

1. Exceptional work ethic, integrity, and ability to maintain confidentiality.
2. Strong written, verbal, and interpersonal communication skills, with the ability to negotiate and build relationships at all levels.
3. Excellent time management, prioritization, and organizational skills; attentive to detail and deadlines.
4. Commitment to consistent follow-up and follow-through.
5. Expertise in lead generation principles and strategies.
6. Strategic thinker with strong sales leadership and closing experience.
7. Ability to manage multiple requests and meet deadlines with a sense of urgency.
8. Self-motivated and proactive problem-solver with the ability to work independently and collaboratively.
9. Expertise in the principles and strategies for lead generation.
10. Ability to represent A&W professionally at all times, acting as a Brand Ambassador during meetings, events, and trade shows.
11. Knowledge of legal practices and compliance requirements related to franchising.
12. Knowledge of franchise financial analysis and new construction site selection processes.

  Supervisory Responsibility

This position does not have direct supervisory responsibilities .

Physical Demands

This is a largely sedentary role while in the office; however, participation in trade shows may require the ability to lift up to 50 pounds and stand for periods of 4-6 hours. Additionally, all corporate employees will be required to work in company-owned restaurants at least twice a year for shifts lasting 4-9 hours. Standing, cleaning, and fast-paced mobility are expected during work in the restaurants.

Position Type and Expected Hours of Work

This is a full-time position. Schedules will fall sometime between 7am and 7pm Monday-Friday, with some weekend and evening events required. Schedules are subject to supervisor and/or Company approval. Trade shows and other sales events may require work hours beyond this structure, and flexibility is essential for this position. 

Travel

This position may require limited travel for business purposes, up to 30%, to the company's headquarters in Lexington, KY, and participation in professional development opportunities.

Required Education and Experience

1. Proficiency with Microsoft Office Suite.
2. Have 5 to 7 years of experience in franchise sales with a proven track record of achieving growth. 
3. Experience with CRM systems (e.g. Franconnect, Hubspot)
4. Proven track record of successful sales, exceeding quotas, working independently, and as a team. 
5. Strong presentation and public speaking skills. 
6. Excellent time management and organizational skills

Preferred Education and Experience

1. Bachelor's degree in business, hospitality, or a related field.
2. 5+ years of experience in franchise sales and/or development with mature brands in the restaurant industry. 
3. Knowledge of franchise development processes, legal considerations, and franchisee qualification standards
4. Experience in the Quick Service Restaurant industry. 
5. Knowledge of franchise finance, accounting, budgeting, and cost control principles.

Equal Opportunity Employment

It is the policy of A&W Restaurants, Inc. to offer equal employment opportunity in all aspects of the employer/Team Member relationship without regard to race, color, religion, sex, pregnancy, national origin, ancestry, age, disability, veteran status, marital status, sexual orientation, gender, gender identity, genetic information, tobacco smoking status, or any other status protected by law. A&W Restaurants, Inc. acts in compliance with the requirements and intent of applicable federal, state and local laws and regulations to protect the right to equal opportunity employment.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, projects, duties or responsibilities that are required of the employee for this job. Duties, projects, responsibilities, and activities may change at any time with or without notice.

Classification

Salary, Exempt

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