EoR Franchise Business Development Lead

Entity:

Customers & Products

Job Family Group:

Strategic Planning & Business Development Group

Job Description:

The East of Rockies (EoR) Franchise Business Development Lead reports to the Franchise Market Development Manager and is responsible for growing the ampm franchise offer in new and existing markets in the EoR. This individual is accountable for the relationship management with existing customers who are eligible for contract renewal and all prospective new customers that inquire about the development of a ground-up, new-to-industry franchise or have a desire to brand an existing station to a franchise. This role works in close partnership with the Franchise Business Advisors and Branded Marketer Field Sales Specialists in each market, to develop joint account plans in order to maintain the existing customer base while growing the network. This is done through networking, relationship building, marketing and recruitment of desirable outlets for ampm sites.

bp's US Convenience & Mobility team is an organization that supports the operations of over 200 company owned and over 1,000 franchised convenience retail stores operating under the brands of Thorntons and ampm across the west coast, Midwest, and southeast. We are seeking guest-centric leaders with a growth and strategic mentality to help us continue to build the leading convenience retail chain of the future.

Key Accountabilities:

Complete the franchise strategy

• Develop a deep understanding of the value proposition of the franchise and be able to clearly communicate it to potential and existing franchisees

• Develop geography specific growth plan to underpin the franchise strategy, applying markets insights, customer segmentation, and competitor analysis to determine size, scope, and approach to market entry and growth opportunities

Recruit and support development of franchisees

• Develop joint account plans with other bp sales reps in defined geography to ensure that growth opportunities are cohesive and well understood. Including but not limited to branded marketer, Castrol, Travel Centers of America, and bp Pulse.

• Lead the sales efforts from initial contact with the prospective franchisee and dealer sites to completion of contract and site opening utilizing established CRM processes.

• This role requires face-to-face consultations with prospective franchisees and involves spending up to 70% of the time in the field.

• Identify and source potential new franchisees and dealers' locations, maintain pipeline, and abide by sales protocols established by US convenience & mobility

• Represent the US convenience & mobility brand(s), build awareness in target regions, and demonstrate passion for growing the franchise business

• Attend trade shows and conduct market visits to build relationships with potential franchisees

• Meet Sales target in defined geographies as set by Franchise Market Development Manager

Complete franchise systems and projects

• Continuously improve process opportunities and support of franchise growth including but not limited to driving simplification and automation, identifying marketing program development opportunities, and supporting updates to the Store Systems Manual.

Onboard franchisees and support them through the set-up activities

• Work closely with RSM and FBA to onboard franchisees

• Provide tools and templates to expedite onboarding process of franchisees

• Facilitate Franchise Disclosure Document updates

New sites: Work with internal and external partners to secure approvals

• Seek approval from local operations team for the project, facilitate site rides and customer interviews

• Prepare economic model and work with the finance team to ensure project exceeds investment framework

• Work with network planning to understand impacts of new sites to existing portfolio, and obtain network planning alignment for project location (white space, network fit etc.)

• Work with the pre-construction team to select an Architecture & Engineering firm to prepare a bp approved site plan and commission a Site Research Report

• Work with the Franchise Market Development Manager to prepare the financial memorandum and ultimately secure LT approval for any entire project.

• Work closely with all partners and customers for a timely site opening

Lead renewal efforts of contracts on existing network of Franchise channel of trade

• Track when franchisees are approaching the end of contracts, and sell the value proposition that this franchise brings

• Cultivate a partnership with the RSM and FBAs to understand approach of franchisees prior to discussing renewal

• Lead organizational efforts for refresh offers for franchise renewals, including surveys for signage and brand standards to draft SOW (Scope of Work) and funding required

• Lead negotiations with franchisee on funding required for asset enhancements on renewals

• Seek alignment with franchise leadership and operations on negotiated offer with comprehensive return on investment economic model

Requirements:

• Bachelor's degree or higher in business or a related field

• Experience in QSR / franchise brands, preferably in franchise sales

• Or experience in multi-site operations experience

• Strong advocacy and interpersonal skills (internal and with 3rd parties).

• Ability to identify and develop new and non-traditional business opportunities, as well as new customers.

• Strong negotiation skills.

• Strong understanding of operational excellence and guest-impacting business practices.

• Ability to manage difficult situations and conversations.

• Ability to manage complex customers solving problems and creating "great outcome for everyone" solutions.

• Establish shared ownership with cross-functional teams and branded marketers.

• Tenacity in pursuing delivery of business results.

• Knowledge of franchise business models, distributor businesses and B2B relationship management.

• Ability to prioritize both business and organizational development.

• Skillful use of MS Office Suite.

• Ability to manage a sales pipeline through CRM resources, specifically Salesforce.

• Capability to learn and use bp-specific websites and data sources

• Living the safety leadership principles

• Entrepreneurial attitude and competitive drive

Why join us!

At bp, we support our people to learn and grow in a diverse and exciting environment. We believe that our team is strengthened by diversity. We are committed to fostering an inclusive environment in which everyone is respected and treated fairly.

There are many aspects of our employees' lives that are important, so we offer benefits to enable your work to fit with your life. These benefits can include flexible working options, a generous paid parental leave policy, and excellent retirement benefits, among others!

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Travel Requirement

Up to 25% travel should be expected with this role

Relocation Assistance:

This role is not eligible for relocation

Remote Type:

This position is fully remote

Skills:

Agreements and negotiations, Agreements and negotiations, Analytics, Commercial Acumen, customer and competitor understanding, Data visualization and interpretation, Deal structuring, Developing and implementing strategy, Economic evaluation methodology, Empowering Others, Financial Modelling, Generating customer insights, Inclusive Leadership, Influencing, Internal approval process, Investment appraisal, Joint Venture Structuring, Managing strategic partnerships, market, Market Analysis, Market Development, Project and programme management, Prospecting and pipeline management, Sector, Stakeholder Management {+ 1 more}

Legal Disclaimer:

We are an equal opportunity employer. We do not discriminate on the basis of protected characteristics like race, religion, color, sex, national origin, sexual orientation, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to bp's recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.). If you would like to request an adjustment/accommodation related to the recruitment process, please contact us .

If you are selected for a position and depending upon your role, your employment may be contingent upon adherence to local policy. This may include pre-placement drug screening, medical review of physical fitness for the role, and background checks.