Full-Cycle Contract Sales: Manage the entire franchise sales pipeline from lead generation to
final contract execution and onboarding handoff.
Lead Prospecting & Qualification: Actively source and qualify leads through networking, broker
relationships, trade shows, marketing-generated inquiries, and targeted outbound efforts to
build a robust pipeline.
Consultative Selling & Presentations: Conduct professional, high-impact presentations (virtual
and in-person) to individuals and investor groups, articulating the franchise opportunity,
financial model, and long-term value proposition.
FDD Navigation & Legal Process: Expertly guide candidates through the Franchise Disclosure
Document (FDD), ensuring understanding of all legal and contractual obligations. Coordinate
with legal counsel and the candidate’s advisors during the review process.
Negotiation & Closing: Lead negotiations on key terms within brand standards, culminating in
the successful signing of the Franchise Agreement and securing the initial franchise fee.
Relationship & Pipeline Management: Utilize a CRM (e.g., Salesforce) to meticulously track all
prospect interactions, pipeline stages, and forecasting data. Maintain strong relationships with
candidates throughout the lengthy sales cycle.

Collaboration: Work closely with marketing to refine lead generation strategies and with the
operations team to ensure a smooth transition for new franchisees.

Minimum 3-5 years of proven, successful experience in franchise sales, B2B contract sales,
commercial real estate sales, or selling high-value B2B service contracts.
Direct experience with the franchise industry is a strong plus, including knowledge of FDDs,
franchise regulations (like the FTC Rule), and the franchise validation process.
Demonstrated track record of meeting and exceeding ambitious sales quotas and closing
complex, long-cycle deals.
Proficiency with CRM software and sales productivity tools.
Bachelor’s degree in Business, Marketing, Finance, or a related field is preferred.
Required Skills & Competencies:
Master Negotiator & Closer: Exceptional ability to navigate objections, build value, and secure
signed agreements.
Financial Acumen: Comfortable discussing financials, ROI models, lending options, and
investment summaries.
Legal & Contractual Literacy: Ability to understand and explain complex contractual documents
clearly and confidently.
Consultative Sales Approach: A patient, educational, and advisory sales style suited for a long
decision-making process.
Superb Communication: Outstanding presentation, interpersonal, and written communication
skills.
High Autonomy & Drive: Self-motivated, results-oriented, and capable of managing a territory
with minimal daily supervision.
Professional Resilience: Ability to handle rejection and persist through a sales cycle that can take 3-9 months.