Director of Franchise Development

Director of Franchise Development

Department: Franchise

Reports To: VP of Franchise

FLSA Status: Full-time, Exempt

Location: Based in Denver, CO or Remote in Select States

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POSITION SUMMARY:

The Director of Franchise Development leads the company's franchise growth strategy, owning the full pipeline from prospecting and candidate qualification through deal negotiation, agreement execution, and new franchisee onboarding. This role is responsible for expanding the brand's footprint through disciplined, high-quality franchisee selection while protecting brand standards, unit economics, and long-term system health. The Director partners closely with Operations, Legal, Finance, and Marketing to ensure sustainable, well-supported growth.

KEY RESPONSIBILITIES:

Franchise Sales & Pipeline Management

• Develop and execute a franchise development strategy aligned with company growth targets, including target markets, unit growth goals, and ideal franchisee profiles.
• Build and manage a qualified pipeline of prospective franchisees through referrals, brokers, trade shows, digital lead generation, and direct outreach.
• Lead candidate qualification, including financial and operational readiness assessments, and manage candidates through discovery, due diligence, and approval.

Deal Structuring & Negotiation

• Negotiate franchise agreements, area development agreements, and renewal terms in coordination with Legal and Finance.
• Present recommendations to leadership/franchise approval committee for new unit awards, multi-unit deals, and territory development plans.
• Ensure all agreements comply with FDD (Franchise Disclosure Document) requirements and applicable federal and state franchise regulations.

Market & Site Strategy

• Partner with Real Estate/Site Selection teams to identify and prioritize target markets and territories based on demographic data, competitive landscape, and existing unit performance.
• Maintain a market development plan that balances new franchisee growth with company-operated and existing franchisee expansion.

Franchisee Onboarding & Transition

• Own the handoff process from signed agreement to operational launch, ensuring new franchisees are set up for success through training, operational support, and brand standards alignment.
• Coordinate with Training/Operations to ensure new franchisees complete required certification before opening.

Relationship & System Health

• Build strong relationships with existing franchisees to support renewal, resale, and multi-unit expansion within the current system.
• Monitor franchise system health metrics (unit growth, renewal rates, franchisee satisfaction, transfer/resale activity) and report trends to executive leadership.
• Represent the brand at industry conferences, franchise expos, and broker events.

Compliance & Reporting

• Ensure all development activity complies with FTC Franchise Rule requirements and state-specific franchise registration and disclosure laws.
• Maintain accurate records of the FDD, Item 20 disclosures, and franchisee agreements in partnership with Legal.
• Track and report on development KPIs (leads generated, conversion rate, units awarded, units opened, time-to-open) to executive leadership.

QUALIFICATIONS:

• Education: Bachelor's degree in Business, Marketing, or a related field required; MBA preferred.
• Experience: 7+ years of experience in franchise development, business development, or multi-unit operations, with a demonstrated track record of closing franchise deals and growing a brand's unit count.
• Franchise Expertise: Strong understanding of franchise law, Franchise Disclosure Document (FDD) requirements, and franchise deal structures.
• Business & Relationship Skills: Strong negotiation, relationship-management, and financial acumen, with the ability to evaluate prospective franchisees' financial readiness and business capabilities.
• Cross-Functional Partnership: Experience partnering effectively with Legal, Finance, Real Estate, Operations, and other key stakeholders throughout the franchise development process.
• Travel: Willingness and ability to travel regularly for candidate meetings, site visits, industry events, and other business needs.
• Physical Requirements: This position requires the ability to remain stationary while working on a computer and communicating via phone, video conferencing, and email, as well as move throughout the workplace and various sites during visits, with or without reasonable accommodations.

WHAT SUCCESS LOOKS LIKE:

• Strategic & Consultative Selling: Prospective franchisees are thoughtfully guided through the development process, resulting in high-quality partnerships that support the company's long-term growth strategy.
• Sound Business Judgment: Opportunities are evaluated carefully, balancing growth objectives with financial viability, operational readiness, and long-term brand fit.
• Relationship Building: Strong, trusted relationships are developed and maintained with prospective franchisees, existing operators, brokers, and industry partners.
• Negotiation & Deal Structuring: Franchise agreements and development opportunities are negotiated effectively, creating mutually beneficial outcomes while protecting the company's interests.
• Market Analysis: Market trends, competitive activity, and development opportunities are analyzed to identify and prioritize areas with the greatest potential for sustainable growth.
• Cross-Functional Collaboration: Legal, Finance, Real Estate, Operations, and other stakeholders are engaged effectively to move qualified candidates and development opportunities forward.
• Integrity & Brand Stewardship: Franchise growth is pursued responsibly, ensuring every candidate and opportunity aligns with the company's values, standards, and long-term brand health.

The anticipated base salary range for this position is $120-$140k annually, based on experience and qualifications. Full-time employees are eligible for benefits, including medical, dental, and vision insurance; a 401(k) plan; paid time off; and paid holidays. Applications will be reviewed on a rolling basis, with an anticipated closing date of September 18, 2026. The Company reserves the right to extend the application deadline or close the posting early based on business needs.

This job description is intended to describe the general nature and level of work being performed. It is not an exhaustive list of all responsibilities, duties, and skills required. FullSpeed Automotive reserves the right to amend this description at any time.

FullSpeed Automotive is an Equal Opportunity Employer committed to fostering an inclusive workplace where all employees and applicants are treated with respect and fairness. We do not discriminate on the basis of any characteristic protected by applicable federal, state, or local law.