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Vice President, Franchise Sales & Business Development

Red Lobster

Orlando, FL

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JOB DETAILS
SKILLS
Business Development, Coaching, Communication Skills, Conferences, Cross-Functional, Customer Relationship Management (CRM), Economics, Establish Priorities, Finance, Financial Analysis, Forecasting, Franchise Development, Franchise Management, Leadership, Legal, Maintain Compliance, Marketing, Negotiation Skills, Onboarding, Performance Metrics, Real Estate, Regulations, Relationship Management, Restaurant, Revenue Growth, Revenue/Sales Reporting, Royalties, Sales, Sales Cycle, Sales Management, Sales Operations, Sales Pipeline, Sales Presentation, Sales Prospecting, Sales Qualification, Sales Strategy, Sales Tools, Scalable System Development, Set Goals, Team Lead/Manager, Website Conversion, Willing to Travel
LOCATION
Orlando, FL
POSTED
17 days ago
Overview

Role Overview

The Vice President of Franchise Sales & Business Development is responsible for driving the strategic growth of the company's franchise system through new franchise sales, market expansion, and long-term development partnerships. This role leads the end-to-end franchise sales process-from prospecting and lead qualification through deal structuring and execution-while building a scalable, disciplined franchise growth engine aligned with the company's brand, operational standards, and financial objectives.

This officer will serve as a key external ambassador to the franchise and investor community and a trusted internal partner to Operations, Finance, Legal, Real Estate, and Marketing to ensure sustainable, high-quality growth.

Key Responsibilities

Franchise Sales Strategy & Growth Execution

  • Develop and execute a comprehensive franchise sales strategy to achieve short- and long-term development goals across domestic and international markets.
  • Build and manage a robust franchise sales pipeline, ensuring disciplined lead qualification, progression, and conversion.
  • Identify and pursue strategic multi-unit, area development, and master franchise opportunities aligned with the brand's growth strategy.
  • Establish territory prioritization, market entry sequence, and investment criteria to drive high-quality expansion.

End-to-End Franchise Deal Leadership

  • Lead all stages of the franchise sales lifecycle, including prospect engagement, discovery, site pipeline dialogue, financial review, and deal negotiation.
  • Partner closely with Legal on franchise agreements, area development agreements, letters of intent, and related deal structures.
  • Collaborate with Finance to evaluate franchisee financial capability, unit economics, royalty forecasts, and long-term return profiles.
  • Ensure franchise candidates are operationally and financially positioned for long-term success.

Investor & Franchisee Relationship Management

  • Act as a senior representative of the brand with franchise prospects, investors, private equity groups, developers, and international partners.
  • Build credibility and trust with sophisticated franchise operators and institutional partners.
  • Maintain an active presence within the franchise and restaurant development community through conferences, industry events, and targeted outreach.

Cross-Functional Partnership

  • Partner with Franchise Operations to ensure alignment between sales commitments and operational readiness.
  • Work closely with Real Estate on site strategy, development timelines, and market feasibility.
  • Collaborate with Marketing on franchise recruitment positioning, sales materials, and lead-generation strategies.
  • Ensure seamless handoff from franchise sales to onboarding and opening support teams.

Sales Infrastructure, Reporting & Governance

  • Develop best-in-class franchise sales tools, presentations, and materials that clearly articulate the brand value proposition.
  • Establish pipeline management discipline, CRM utilization, performance metrics, and regular reporting to executive leadership.
  • Track and report on key KPIs including leads, conversion rates, deal velocity, units sold, and signed development agreements.
  • Ensure compliance with all franchise disclosure, regulatory, and ethical standards.


Team Leadership & Capability Building

  • Build, lead, and develop a high-performing franchise sales and business development team.
  • Set clear performance expectations, coaching standards, and accountability mechanisms.
  • Foster a results-oriented, relationship-driven, and ethical sales culture.

Qualifications & Experience

  • Bachelor's degree or advanced business degree preferred.
  • 8+ years of progressive experience in franchise sales, business development, or multi-unit restaurant development.
  • Proven track record of closing complex franchise transactions, including multi-unit and area development deals.
  • Deep understanding of franchising models, FDDs, unit economics, and franchisee financial evaluation.
  • Strong executive presence with the ability to influence external investors.
  • Demonstrated ability to scale franchise systems while maintaining brand integrity and operational alignment.
  • Willingness and ability to travel extensively to support development objectives.

Key Competencies

  • Strategic franchise growth leadership
  • High-level sales negotiation and deal structuring
  • Relationship management with sophisticated investors
  • Financial acumen
  • Cross-functional collaboration

About the Company

R

Red Lobster