Vice President- International Development

Company Description

Since 1940, Dairy Queen® has been one of the world’s best known and loved brands. Based in Minneapolis, MN, International Dairy Queen Inc., (IDQ), is the parent company of American Dairy Queen Corporation. As a leading franchisor, there are more than 7,000 independently owned and operated restaurants in the U.S., Canada and more than 20 countries around the world. IDQ is a subsidiary of Berkshire Hathaway Inc. (Berkshire) which is led by Warren Buffett, the legendary investor and CEO of Berkshire. Here at IDQ, we create extraordinary Fan experiences every day and we do this through our commitment to hiring and retaining only the best in class talent. We firmly believe that our employees are the catalyst to the success of the company where their initiative, strategic thinking, and entrepreneurial spirit are recognized and rewarded. We're looking for motivated, passionate and dedicated individuals with an inherent need and ambition to go after bigger challenges.

Job Description

We have an exciting opportunity available for a VP of International Development. This role is open to remote within the United States with travel up to 70%. The VP of International Development owns the international development mandate across new market entry and expansion in existing markets. This role sources and diligences brand partners, negotiates development agreements, and drives disciplined market development strategy and planning to ensure growth at franchisees level. The role also leads the end-to-end development process in partnership with internal teams and franchisees, including market planning, site approvals, design, remodels for existing markets, and first store openings in new markets.

Key Accountabilities Include:

Market development strategy and pipeline management

Build and maintain a prioritized pipeline of target markets, contiguous markets, and expansion priorities in existing markets.

Develop market entry strategies and multiyear development roadmaps, including format strategy by location type, asset type, and site configuration.

Monitor external conditions that impact development decisions, including macroeconomic conditions, foreign exchange implications, trade barriers, and real estate market dynamics.

Partner sourcing, diligence, and governance

Identify, source, and qualify new brand partners for international growth.

Lead partner diligence across operational capability and financial capacity to fund initial and ongoing development.

Prepare and present new franchisee applications and partner recommendations to the Executive Review Committee.

Build and maintain relationships with banks, real estate brokerages, third party brokers, and relevant industry associations to represent the brand and expand the partner pipeline.

Direct company participation in international franchise expos, including development of sales materials and collateral, and hands on participation as needed by geography.

Development agreements and development obligations

Lead negotiation of development agreements with new and existing partners, aligning obligations to market potential and partner capability.

Ensure existing franchisees meet or exceed development obligations, and drive actions when commitments drift.

Partner with the ADQ Legal department to ensure development and legal processes are followed, and that local registration and compliance obligations are met.

Development execution, real estate, and build enablement

Lead the international development process across site selection and approval, closure approval, renewals, and franchisee approvals, consistent with company process.

Lead design, real estate and site selection, and construction enablement for international franchisees, in partnership with internal stakeholders and franchisees.

Direct leadership of project management for first sites in new markets, including opening readiness and coordination across functions and the franchisee.

Coordinate site selection work, including in market site visits when required, and preparation of site approval reviews supported by analysis and market conditions.

Franchise finance and transactions

Lead the international development finance scope, assessing franchisee financial health, capital structures, and growth readiness.

Partner with new franchisees to build business plans and capital and financial models, and to align development pace to returns and funding realities.

Lead transactional work tied to development outcomes, including acquisitions, divestitures, investments, and workouts, coordinating with internal partners as required.

Fees and cross functional coordination

Assist with collection of area and store fees across international markets, working with internal partners as appropriate.

Coordinate effectively with internal departments to deliver outcomes on time, including Concept Development, Marketing, Supply Chain, R and D, and Legal.

Decision rights and accountability

Accountable for building the market and partner pipeline, and for bringing partner recommendations and supporting diligence to the Executive Review Committee.

Accountable for negotiation of development agreement terms, and for ensuring internal legal and compliance processes are followed before execution.

Accountable for running the development approval process (site approvals, closures, renewals, franchisee approvals) and for escalating decisions that require committee or executive approval per company process.

Measures of success

Higher quality partner pipeline, with partners that have the operational depth and financial capacity to develop and sustain growth.

Signed development agreements that match market potential and partner capability, with clear obligations and enforceable follow-through.

First sites in new markets opened with disciplined planning and cross functional coordination, without avoidable surprises in real estate, build, or compliance.

Franchisee capital plans and growth readiness assessed early, and development plans adjusted before problems show up in execution.

Existing development obligations tracked and enforced, with early intervention when performance drifts.

Additional Responsibilities

Special projects as assigned.

The US national base salary range for this position is $253,111 - $316,388. This position is also eligible for a bonus. The base salary range displayed reflects the targeted hiring range for positions across all US locations. Individual pay is determined by job-related skills, work location and relevant education or experience.

Qualifications

Education/Experience

Bachelor’s degree required or equivalent education and experience in lieu of degree. Master’s preferred in Business, Finance, or Commerce.

12+ years of senior level experience in international restaurant franchising, including development, franchise finance, and transactions such as M&A. QSR or fast casual experience preferred, ideally across multiple global concepts at scale. Domestic franchising experience is helpful.

Experience in finance, banking, legal, or transactional work is helpful. Experience working or living internationally is helpful.

Skills

Strong communication skills, written and verbal, with the ability to influence franchisees and senior stakeholders.

Strong analytical capability, including ability to build and review business plans and financial models tied to returns and capital plans.

Strong sales, negotiation, and deal making skills, with an established international network in franchising.

Cross cultural fluency and international savvy.

Second or third language capability preferred.

Strong organization, attention to detail, and ability to manage multiple parallel workstreams under deadlines.

Ability to work independently and drive outcomes without heavy oversight.

Ability to collaborate across a matrixed organization and coordinate cross functional work to completion.

Working knowledge of FCPA and Sarbanes Oxley expectations.

Other Requirements

Frequent travel, up to 70%, sometimes short notice.

Ability to obtain a passport and visas as required.

Ability to work evenings and occasional weekends to meet deadlines and communicate with international stakeholders across time zones.

Frequent communication via telephone and email, including outside standard hours due to international time zones.

Ability to travel by airplane on flights up to 16 hours long, and to conduct market site visits as needed.

Benefits

Our benefit package supports the well‑being of our employees and their families. Our comprehensive benefit package includes,

• medical
• dental
• 401K match
• paid time off (including volunteer time as well as parental leave)
• and so much more!

Work Environment

Most positions located out of our global headquarters in Bloomington, MN will work a hybrid work schedule where you will work 3 collaboration days a week. Additional in office time may be required to support team/project needs.

Inclusion & Belonging

We are committed to creating a culture of inclusion and belonging for all who touch DQ. We believe in and commit to fostering a community where employees bring their authentic selves to work, and where we recruit, engage, and retain employees, franchise owners, and suppliers based on qualifications and merit. We strive to maintain an environment where everyone feels welcome. IDQ is an Equal Opportunity Employer, and we use E-Verify to confirm the identity and employment eligibility of all new team members. You must be authorized to work in the United States without the need for employer sponsorship.