Director, Franchise Sales

Carl’s Jr.; Franklin (TN); Hybrid; USD 90,000 - 150,000; Full time

Job summary

Carl’s Jr. is seeking a senior Franchise Development leader to drive franchise recruitment and regional growth.

You will develop strategies to attract qualified franchisees, identify market opportunities, and guide development plans using GIS and analytics. The role requires a decade of experience in QSR franchising, strong negotiation and communication skills, and proficiency with Excel, GIS, and market analytics.

Qualifications

• Requires at least 10 years of relevant professional experience, or an equivalent combination of education and experience, demonstrating deep knowledge of QSR franchising, retail or commercial development, and the ability to perform complex financial analysis.
• BA/BS degree preferred.
• Must have excellent written and verbal communication skills.
• Demonstrated record of successful consultative selling and negotiation in a competitive environment.
• Experience conducting quantitative and qualitative analysis to evaluate markets, opportunities, candidates, or business performance.
• Must have intermediate knowledge of Excel, Word, Outlook, Zoom, and Teams.
• Prior GIS or other market analytics experience required.
• Must display strong analytical and organizational skills and be able to identify and implement process improvement strategies that drive positive business results.
• Exercises sound judgment and discretion when handling confidential franchisee, candidate, financial, and business information.

Responsibilities

• Develops franchise recruitment strategies that attract qualified new franchisees.
• Identifies development opportunities and market penetration.
• Communicates with franchisees, franchisee leadership, and corporate departments to align priorities and advance development initiatives.
• Makes recommendations to senior management in the creation of regional strategic development plans.
• Develops, maintains, and utilizes regional industry, business, government, and brokerage contacts to support ongoing business development initiatives.
• Leads and supports existing franchisees with restaurant development planning activities.
• Initiates and participates in new market feasibility analyses.
• Utilizes GIS and other planning tools to evaluate market opportunities and conduct optimization studies.
• Works with Franchise Operations, Marketing, Supply Chain/Logistics, Corporate Development, and Facilities teams to conduct cross-functional business reviews and franchise health assessments.
• Creates and manages franchise recruitment systems, tools, marketing programs, and budgets to support an efficient, measurable candidate pipeline.
• Develops franchise recruitment marketing plans for regional markets with relevant localization, including trade missions and events, trade publications, direct mail, web content, and other media.
• Achieves annual new restaurant development goals by advancing qualified candidates and development agreements through the franchise sales process.
• Performance is measured by the quality and conversion of the franchise candidate pipeline, execution of development agreements, achievement of annual new restaurant development goals, effective management of the franchise recruitment budget, and productive collaboration with franchisees and internal partners.

Skills

Franchise development

Strategic planning

Negotiation

Analytical thinking

Communication

Project management

Education

BA/BS degree preferred

Tools

Excel

Word

Outlook

Zoom

Teams

GIS

Job description

ESSENTIAL FUNCTIONS

May perform any or all of the following duties:

• - Drives brand expansion by developing and executing franchise recruitment strategies that attract qualified new franchisees and create additional platforms for restaurant growth.
• - Applies industry and market expertise to help franchisees identify development opportunities and achieve competitive market penetration.
• - Communicates clearly and effectively with franchisees, franchisee leadership, and corporate departments to align priorities and advance development initiatives.
• - Makes recommendations to senior management in the creation of regional strategic development plans.
• - Develops, maintains, and utilizes regional industry, business, government, and brokerage contacts to support ongoing business development initiatives.
• - Leads and supports existing franchisees with restaurant development planning activities.
• - Initiates and participates in new market feasibility analyses.
• - Utilizes GIS and other planning tools to evaluate market opportunities and conduct optimization studies.
• - Works with Franchise Operations, Marketing, Supply Chain/Logistics, Corporate Development, and Facilities teams to conduct cross-functional business reviews and franchise health assessments.
• - Creates and manages franchise recruitment systems, tools, marketing programs, and budgets to support an efficient, measurable candidate pipeline.
• - Develops franchise recruitment marketing plans for regional markets with relevant localization, including trade missions and events, trade publications, direct mail, web content, and other media.
• - Achieves annual new restaurant development goals by advancing qualified candidates and development agreements through the franchise sales process.
• - Performance is measured by the quality and conversion of the franchise candidate pipeline, execution of development agreements, achievement of annual new restaurant development goals, effective management of the franchise recruitment budget, and productive collaboration with franchisees and internal partners.

POSITION QUALIFICATIONS/CORE COMPETENCIES

• - Requires at least 10 years of relevant professional experience, or an equivalent combination of education and experience, demonstrating deep knowledge of QSR franchising, retail or commercial development, and the ability to perform complex financial analysis.
• - BA/BS degree preferred.
• - Must have excellent written and verbal communication skills.
• - Demonstrated record of successful consultative selling and negotiation in a competitive environment.
• - Experience conducting quantitative and qualitative analysis to evaluate markets, opportunities, candidates, or business performance.
• - Must have intermediate knowledge of Excel, Word, Outlook, Zoom, and Teams.
• - Prior GIS or other market analytics experience required.
• - Must display strong analytical and organizational skills and be able to identify and implement process improvement strategies that drive positive business results.
• - Exercises sound judgment and discretion when handling confidential franchisee, candidate, financial, and business information.

WORK ENVIRONMENT

• - Restaurant Support Center that operates in a fast-paced setting with a high volume of activity and a deadline-driven environment. The role follows a hybrid work model, requiring on-site presence in the office every Tuesday, Wednesday, and Thursday when not traveling for business.
• - Must be self-motivated and able to prioritize multiple competing responsibilities while consistently delivering results.

PHYSICAL DEMANDS

• - Sitting for extended periods of time; using a telephone; typing; and operating a computer, keyboard, and/or mouse.
• - Travel is required approximately 40–80% of the time, depending on business needs, and may include franchisee visits, market visits, trade events, and conventions.

THE COMPANY RETAINS THE RIGHT TO CHANGE OR ASSIGN OTHER DUTIES TO THIS POSITION AS DEEMED APPROPRIATE WITH OR WITHOUT NOTICE.