Director of Franchise Sales & Development

The demand for Seniors growing gracefully at home is growing, boosted by favorable shifts in demographics. As we continue to expand our brand, we are looking to attract high caliber, preferably Enterprise level [$50M+ revenue] owners, who have the capabilities to drive substantial growth and gain market share in their territories. 

The Director of Franchise Sales & Development will be the primary lead responsible for identifying and converting the right profile of Enterprise level owners and investors, who are capable of driving substantial territory growth. This function is nascent and we currently do not have specific target profiles or go-to market approaches, to attract the exact kind of owners we are looking for. This leader will develop hypotheses of potential owner profiles, test different go to market approaches to contact and engage with prospects, develop sales pitches and adapt based on efficacy and influence these prospects to invest in Home Instead Franchises.

This is a high-impact go to market role that will have a big impact on the long term success of Honor and Home Instead. The ideal candidate will have strong financial acumen, be an expert storyteller, embody an experiment & adapt approach and have the passion for helping entrepreneurs & investors succeed.

Primary Responsibilities: 

• Customer Strategy: Develop a framework for target customer profiles and identify GTM strategy to generate leads and influence prospects from each priority profile
• Lead Generation & Sourcing: Test and execute strategies to attract the various profiles of target franchise owners and adapt strategy, based on success
• Pitch & Influence: Develop compelling pitch to sell investment opportunity in Elderly Care industry and Home Instead franchise ownership, tailored to target audience; includes compelling framing of growth opportunity, business model, technology platform
• Sales Process Management: Manage the entire franchise sales process from lead generation to franchise agreement execution, ensuring timely follow-up, engagement, and communication with prospects
• Financing Management: Manage relationship with partner financial institutions to provide Honor Capital to suitable franchisees [New and current] to acquire territories
• Contract negotiation & development: Lead contract negotiations with financial institutions/investors and collaborate with legal to deliver on mutually beneficial terms.
• Franchisee Assessment: Assess interested prospects and their capabilities to ensure they will be higher calibre and elevate our current cohort of Home Instead Franchise owners
• Leadership Engagement: Periodically share progress and solicit feedback from Honor’s executive leadership group [likely on weekly basis]
• Collaboration: Work closely with the Franchise Development team, legal, and operations to ensure a smooth and compliant onboarding of new franchisees 
• Reporting & KPIs: Track and report on key performance metrics, including leads, sales conversions, and territory development, providing regular updates to leadership

Education/Experience Requirements 

• 10+ years of experience in finance, banking, strategy and sales/go to market functions
• Corporate Development, M&A and transactional experience highly preferred
• Professional experience interacting with institutional/high-net-worth investors, financial institutions or multi-unit franchisees
• Strong financial acumen, with the ability to develop M&A/acquisition valuation models
• Experience within the senior care industry is a plus, but not required

Knowledge, Skills and Abilities 

• Ability to assess the broad landscape of potential investors and identify best fit for Home Instead’s long term strategy
• Can develop command of industry, business model, Honor’s technology and the relative attractiveness of investing with Honor relative to their other investment opportunities
• Demonstrate excellent written and verbal communication skills and the ability to tell compelling stories to influence prospect investors
• Embodies test and experiment mindset, develops and tests numerous go to market strategies and decide which approaches have best likelihood of success
• Ability to demonstrate effective interpersonal skills essential, as well as sound judgment and good decision-making skills
• Has high degree of resilience and is relentless in driving target KPIs and results
• Ability to oversee projects from beginning to end, including incorporation of new ideas and best practices and evaluation of processes and procedures in order to recommend improvements and changes when appropriate. 
• Demonstrate discretion, integrity and fair-mindedness consistent with company standards, practices, policies and procedures
• Ability to establish collaborative working relationships with management, colleagues, franchise owners and their staff.