Franchise Sales Manager

Description:

Position Summary

The Franchise Sales Manager is responsible for driving franchise growth by moving qualified candidates through the full sales lifecycle, from initial inquiry to signed agreement. This role requires someone with the structured execution of an experienced sales professional who brings a strategic perspective: organized, relationship-driven, administratively self-sufficient, and capable of navigating both traditional standalone restaurant development and non-traditional/alternative venue opportunities.

This position operates with a high degree of autonomy and is expected to own its own pipeline, data, and documentation without reliance on administrative support. This role carries the potential to grow into a Director-level position for the right candidate.

Essential Functions

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this role.

Pipeline & Sales Execution

1. Own the full franchise sales process from initial inquiry through executed agreement, ensuring a consistent, professional, and candidate-centric experience at every stage.

2. Build and maintain strong relationships with prospective franchisees, keeping candidates engaged and informed throughout the decision-making process.

3. Provide substantive franchise consulting to prospective partners, helping them evaluate fit, understand the brands requirements, and assess market opportunity.

4. Meet or exceed franchise sales targets across both traditional standalone restaurant formats and exploration of non-traditional/alternative venue opportunities (e.g., travel plazas, universities, military bases).

Lead Generation & Market Development

5. Proactively generate and nurture qualified franchise leads through organic outreach, digital media, trade shows, industry networking events, and personal referral channels.

6. Partner with the marketing agency and Development team to develop and execute targeted campaigns that expand brand visibility and reach untapped candidate pools.

7. Represent A&W at franchise conferences and industry events; stay current on sector trends, competitive landscape, and emerging franchise models.

CRM, Reporting & Administration

8. Maintain meticulous records in FranConnect CRM: enter all candidate interactions, update pipeline stages in real time, manage drip campaigns, and ensure data integrity throughout.

9. Take detailed notes during candidate calls and meetings; document key milestones, commitments, and next steps without reliance on others for administrative follow-up.

10. Prepare and present regular franchise development reports; participate in pipeline review meetings with a command of current candidate status and projected close timelines.

11. Ensure all sales communications, collateral, and candidate materials are current, compliant, and properly archived.

Legal Compliance & FDD

12. Serve as an internal subject matter expert on the brands Franchise Disclosure Document (FDD).

13. Adhere to all federal and state pre-sale legal requirements, ensuring the FDD is distributed, documented, and tracked in full compliance with applicable franchise law.

Requirements:

Competencies

Brings sound judgement to a roll-up-your-sleeves role: comfortable operating strategically while remaining hands-on with detail work.

Exceptional relationship-building skills; able to build trust quickly with diverse candidates while maintaining professionalism throughout.

Highly organized with rigorous attention to detail this role self-manages its own CRM data entry, note-taking, and pipeline documentation.

Strong written and verbal communication skills; confident presenter in one-on-one, group, and event settings.

Self-motivated and solutions-oriented; able to work independently without administrative support.

Creative and persistent in lead generation; not reliant solely on inbound inquiries.

Sound working knowledge of franchise legal frameworks, including FDD requirements and pre-sale obligations.

Understands market dynamics, site selection considerations, and how location-based factors influence franchise performance.

Familiarity with both traditional QSR formats and non-traditional venue development (travel, institutional, etc.).

Acts as a brand ambassador for A&W in all contexts: calls, emails, events, and in-restaurant visits.

Required Education & Experience

1. Minimum 35 years of franchise sales experience in the restaurant, hospitality, or retail industry, managing the full lifecycle from lead generation through onboarding.

2. Demonstrated track record of meeting or exceeding franchise sales quotas, working independently, and as a collaborative team member.

3. Hands-on experience with FranConnect CRM (required); familiarity with Sitewise or comparable real estate/site selection tools is a plus.

4. Working knowledge of franchise law, FDD requirements, and pre-sale compliance obligations.

5. Proficiency in Microsoft Office Suite; able to learn new software and systems quickly.

6. Strong presentation and public speaking skills; comfortable representing the brand at trade shows, conferences, and candidate meetings.

Preferred Education & Experience

Bachelors degree in Business, Hospitality, or a related field.

5+ years of franchise sales and development experience with established QSR or fast casual brands.

Experience selling and developing non-traditional franchise locations (travel plazas, universities, military bases, etc.).

Exposure to franchise financial frameworks: P&L review, franchise finance, FDD Item 19 analysis, and investment validation.

Work Environment & Physical Requirements

This is a primarily remote, sedentary office-based role; however, trade show and event participation may require standing for 46 hours and lifting up to 50 pounds. All corporate employees are required to work in company-owned restaurants a minimum of twice per year (shifts of 49 hours), during which standing, cleaning, and fast-paced mobility are expected.

Standard schedule falls between 7:00 AM and 7:00 PM, MondayFriday. Evening and weekend work may be required on occasion for calls, events and trade shows. Flexibility is essential. EST or CST time zone preferred.

Equal Opportunity Employment

A&W Restaurants, Inc. is an equal opportunity employer. All employment decisions are made without regard to race, color, religion, sex, pregnancy, national origin, ancestry, age, disability, veteran status, marital status, sexual orientation, gender identity, genetic information, tobacco use status, or any other status protected by applicable law.

This job description is not intended to be an exhaustive list of all duties and responsibilities. Duties may be added, changed, or reassigned at any time with or without notice.

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