Director, Franchise Sales

Director, Franchise Sales

Job Overview:

The Director, Franchise Sales will lead our franchise expansion efforts. Primary focus is on transactions that deliver net unit growth. This position will play a pivotal role in establishing and nurturing a bench of future franchise partners, selling packages of existing assets and future development commitments, and contributing to the growth and success of our brand through franchising.

The role requires strong leadership, business and financial acumen, and a proven track record in franchise sales. Responsible for recruitment through deal closure, including hands on management of contractual deal terms (entities, development schedules, territories), working in partnership with qualification and contract administration team members. Aligns with Franchise Development and Market Strategy in establishing inventory and growth targets.

Location: Remote

Duties & Responsibilities:

• Align with VP, Franchise Business Development and Chief Development Officer on franchise sales objectives.
• Partner with Market Strategy, Franchise Development and Franchise Operations in identifying inventory, franchise growth potential and trajectory, as well as mining for new ADA opportunities.
  • Participate in business reviews
  • Represent franchise opportunities
  • Bring candidates and deals through Franchise Development Council for approval
  • Negotiate and close ADA agreements
• Build and maintain strong relationships with current and potential franchise partners, offering support and guidance throughout their lifecycle.
• Create a bench of future franchise partners.
  • Develop and execute marketing and promotional strategies to attract potential franchisees, including attending industry events and trade shows.
  • Research and identify potential franchisees through various channels, including industry networking, market analysis, and lead generation.
  • Create lead generation channels and processes.
• Evaluate and screen potential franchisees to ensure they meet the company's criteria, align with our brand values, and possess the financial capability to invest in a franchise.
• Coordinate the franchise development process from initial contact to sale of commitments franchise agreement signing, including conducting meetings, presentations, and negotiations through the sale of ADA commitment.
• Reporting and Documentation: Maintain detailed records of all franchise development activities, including lead progress, agreements, compliance, and financial details.
• Together with Director, Franchise Administration, and Director, Business Development develop agenda for monthly Franchise Development Council.
• Provide regular reports on the state of the business and opportunities to senior management.
• Represent Panera at industry events. 

Qualifications (Education & Experience):

• Bachelor’s degree in business, finance or a related field (MBA Preferred).
• Able to drive results with limited supervision and to develop tactical plans independently, yet able to work collaboratively with a team.
• Not afraid to be bold and weigh in on points of view beyond immediate span.
• Excellent writing, presentation, verbal communication skills.
• Natural disposition to work with urgency and limited guidance from supervisor.
• Extensive experience in franchised environment (10+ years) with proven franchise development experience (5+ years).
• Strong understanding of FDD, franchise practice and franchised industry best practices.
• Excellent deal, negotiation, analytical, influence, and financial acumen.
• Strong analytical and market research abilities.
• Technically proficient in Word, PPT, Excel.
• CRM experience.
• Willingness and desire to travel as needed.
• Strong critical thinking skills with a methodological approach to problem solving.
• Ability to identify patterns and trends from past experiences that relate to a current situation and to use that knowledge to come up with creative solutions and new ideas.
• Ability to multi-task in a fast-paced environment.
• Self-motivated with ability to prioritize multiple activities simultaneously.
• Comfortable working remotely and with other team members who are remote.
• This is a remote-based role but must be able to travel frequently, including to our support centers in Boston and St. Louis.