Veterinary Franchise Sales & Development Manager

PetSmart; Phoenix (AZ); On-site; USD 120,000 - 180,000; Full time

Job summary

PetSmart's Vet Health Services is seeking a Veterinary Franchise Sales & Development Leader to drive hospital ownership opportunities with qualified veterinarians. You will build a robust pipeline through outreach, referrals, and industry events, guiding candidates through a multi-stage sales process and coordinating with internal partners.

Travel up to 50% is expected as you engage prospects across regions, while leveraging CRM tools to maintain accurate records and advance ownership

Qualifications

• Five or more years in niche recruiting, sourcing, franchise development, or related sales environments.
• Bachelor’s degree in business administration, marketing, or communications preferred.
• Franchise sales experience preferred; proven sales/BD track record.
• Strong consultative selling, discovery, negotiation, and relationship-building skills.
• Ability to manage a multi-stage sales process and meet deadlines.
• Excellent verbal and written communication skills.
• Willingness to travel up to 50% (including overnight).

Responsibilities

• Drive PVS hospital ownership opportunities from outreach to franchise agreement execution.
• Build and maintain a qualified prospect pipeline via outreach, referrals, and conferences.
• Present opportunities clearly, discuss Franchise Disclosure Documents, and answer questions.
• Engage veterinary partners at conferences/events, document interactions, and advance opportunities.
• Coordinate with internal partners to progress milestones and resolve issues.
• Use CRM, pipeline data, and market trends to improve prospecting and sales processes.
• Demonstrate company values in interactions with candidates and partners.
• Maintain accurate CRM records and prepare for candidate discussions.

Skills

Franchise development

Consultative selling

Negotiation

Relationship building

Communication

Organization

Sales process

Travel readiness

Education

Bachelor's degree in business / marketing / communications

Tools

CRM systems

Social prospecting tools

Job description

About the Team

Vet Health Services (VHS) at PetSmart is leading the way in making veterinary care more accessible and impactful. Through our Independent Veterinary Operator (IVO) practices, the PetSmart Veterinary Services (PVS) franchise ownership model, to partnerships with Banfield Pet Hospital, in-store vaccine and wellness clinics, and Access to Veterinary Care (AVC) initiatives supported by PetSmart Charities, VHS brings innovative veterinary solutions together under one roof to support pets, pet parents, and the professionals who care for them.

About the Location

Field Position:

This position is considered Field based and is considered to be a blend of onsite and remote work activity. Field associates will spend their time both traveling to and spending time in various PetSmart locations and can expect to be asked to travel to Phoenix Home Office periodically throughout the year. Field associates typically work out of their home office when not traveling as outlined above.

About the Job

The Veterinary Franchise Sales & Development Leader is accountable for selling PVS hospital ownership opportunities to qualified veterinarians and converting suitable prospects into franchisees. The franchise sales professional builds and advances a qualified pipeline through proactive sourcing, referrals, professional relationships, digital channels, and conferences. Through consultative conversations, the franchise sales professional assesses candidates’ goals, qualifications, financial readiness, and fit; presents the opportunity accurately; and coordinates with internal partners. Success requires sound judgment, persistence, disciplined follow-through, and effective use of company tools to support sales activity.

Essential Duties and Responsibilities

• Drive PVS hospital ownership opportunities from initial outreach through franchise agreement execution, meeting assigned goals for agreements and planned hospital openings. Assess candidate readiness, coordinate required approvals, and maintain progress through fee payment.
• Build and maintain a qualified prospect pipeline through outreach, referrals, professional networks, and approved research tools; guide prospects through next steps.
• Communicate PVS ownership opportunities clearly and accurately, present approved materials and the Franchise Disclosure Document, address general questions, and refer specialized questions to the appropriate partner.
• Identify and engage prospective veterinary partners at conferences and events, qualify leads, document interactions in CRM, and follow up to advance opportunities.
• Partner across functions to advance candidates, coordinate milestones, and resolve issues affecting agreement execution or opening timelines.
• Use pipeline results, sourcing outcomes, candidate and partner feedback, and veterinary market trends to focus activity, identify barriers and conversion opportunities, and improve prospecting and the sales process.
• Demonstrate company values through respectful, accountable, and constructive interactions with candidates and internal partners.
• Maintain accurate CRM records and prepare for candidate and partner discussions to advance ownership opportunities.

Education & Experience

• Five or more years of experience in niche recruiting, sourcing, business or franchise development, healthcare growth, veterinary services, or another specialized sales or recruiting environment required.
• Bachelor’s degree in business administration, marketing, communications, or a related field preferred.

• Franchise sales experience preferred;
• Proven success meeting or exceeding individual sales, business-development, or recruiting goals and converting qualified prospects into executed agreements or comparable outcomes, including through multi-stage consultative sales or specialized recruiting.
• Strong consultative selling, discovery, negotiation, and relationship-building skills; ability to assess candidate goals, fit, and readiness.
• Ability to manage a multi-stage sales process, identify risks and barriers, and recommend practical next steps.
• Strong verbal and written communication skills;
• Strong organization and accountability; ability to manage priorities, follow through, maintain accurate records, and meet deadlines.
• Ability to travel up to 50%, including overnight travel, as business needs require.

Qualifications and Technical Skills

• Experience using CRM systems to manage relationships and multi-stage pipelines preferred.
• Experience using professional social platforms or digital prospecting tools to identify prospects and build relationships preferred.

Physical Demands and Work Environment

Work is typical of a business office, with regular travel and on-site business requirements. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Additional Job Considerations

* This is not intended to be an all-inclusive, exhaustive list of all essential job functions for this position. PetSmart retains the right to change or assign other required job duties to this position.

About the Culture

Our associates are the heart of Team PetSmart. Together, we’re building the best team in retail through our values-based culture, connection, and teamwork. Our goal is to create a culture where associates learn and grow together, thrive as effective teams and challenge each other to be the best they can be.

Our home office offers outstanding amenities in a fun and rewarding workplace including:

• Pet-friendly environment, bring your pets to work and enjoy the on-site dog park!
• On-Site Events & Adoptions, enjoy community-building opportunities, including pet adoption days, seasonal celebrations, family events, art events, & holiday festivals
• “Top Dog” gym with equipment, fitness classes, massage therapists, personal trainers, and wellness spaces
• “Sit & Stay” Café serving fresh breakfast and lunch options, snacks, & more
• “Lil Paws” NAEYC-accredited onsite childcare facility providing high-quality early education
• Paid Volunteer Opportunities to spend time doing good for causes close to heart
• Print Center and Business Services, Dry Cleaning, Mother's Rooms, Sustainable Infrastructure & more

PetSmart provides an equal opportunity for all associates and job applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or other legally protected characteristics.