Dir, Nontrad Fran Sales

Job Summary

The Director of Nontraditional Franchise Sales oversees the expansion of FOCUS Brands concepts into assigned captive and/or semi‑captive channels of business. This position is responsible for all facets of the nontraditional franchise sales process including lead generation, qualifying, and closing prospects.

• Sales Execution
  • Drives the execution of sales strategies, relationship management, tools and best practices to effectively build a robust sales pipeline, execute deals, and meet/exceed annual sales quota.
  • Works to develop key relationships across channel‑specific and industry associations in order to build a network of strategic alliances.
  • Cultivates and builds strategic relationships with existing and potential franchise partners to develop and secure franchise agreements that create mutually beneficial partnerships.
  • Champions the value of FOCUS Brands with internal and external stakeholders; builds trust and advances the value and benefits of franchising with FOCUS Brands within its multiple marketing channels approach.
  • Works to identify, develop, and secure offers of locations in nontraditional venues.
  • Participates in real estate site selection and in negotiations.
  • Guides potential franchisees through the entire recruitment process from initial contact to disclosure and discovery, and through agreement signing. Ensures that all franchise sale activities are conducted within legal guidelines and with strict adherence to Franchise Disclosure Document (FDD) regulations.
  • Attends trade shows and meetings for networking and keeps up with current trends. Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies within nontraditional channels.
• Strategy Development and Alignment
  • Involved in establishing franchise sales objectives for the assigned channels of business by forecasting annual sales quotas and by planning and executing successful development strategies.
  • Develops sales plans and targets to secure franchisee partnerships that align and drive the overall value of FOCUS Brands' portfolio of businesses.
  • Works with marketing department on developing and implementing channel‑specific marketing programs by developing sales action plans and monitoring results.
  • Performs analysis of individual Brand channel performance and penetration within assigned channels to define and adjust targeted sales strategies, tactics and targets to optimize development efforts.

• Bachelor's Degree in Business Administration, Marketing, or a related field, Req
• Master's Degree, Pref

• 10+ years of sales related experience, Req
• Franchise sales experience specifically within nontraditional channels of business, Strongly Pref

• Strategic and fast‑paced thinker who quickly establishes and maintains credibility and trust
• Ability to establish, implement, and communicate sales strategies that align with business needs and objectives to gain buy‑in from stakeholders
• Negotiation skills with ability to influence others to identify and create "win‑win" partnerships
• Ability to quickly identify and articulate a brand's value
• Ability to effectively balance strategic focus and tactical execution
• Strategic decision making with strong business and financial acumen and analysis
• Aligned with Focus Brands Vision and ROOTS Values
• Possesses a high degree of drive and tenacity with a proven track record of achieving sales results
• Proficiency in Microsoft computer skills (i.e. Word, PowerPoint, and Excel)
• Ability to travel 50‑75% of the time