Chief Development Officer

Strategic Franchising
January 31, 2023
Cincinnati, OH


Blue Rock Search is partnered with a leading multi-brand franchisor to identify their next Chief Development Officer (CDO).  We are seeking a high impact sales leader for this newly created CDO opportunity.  The CDO plays a significant role in advancing the strategy, sales channels, campaign/services, and overall system growth.  Setting the direction and strategy of the sales team, the CDO aligns sales processes to meet and exceed KPI’s, and ongoing development initiatives for the 5 franchise brands.  Reporting to the President & COO, this role will also collaborate along with the Brand Presidents, ensuring that the franchise development efforts algin with the President’s established goals and vision of their brands.  As a results driven, creator, producer, and champion of winning culture, the CDO will cultivate a successful team environment that is motivating, high energy, and positive. Building a successful, high performing team, you are driving quality candidates into the system and a key contributor to growth.

Full P&L responsibilities of franchise development and lead generation including:

  • Strategy development and implementation, identifying effective franchisees that will increase unit economics and system growth.
  • Performance analysis and evaluation of tactics, sales strategies, and teams. Identify opportunities to improve performance.
  • Analyze current lead flow and sources advising and implementing methods for increasing lead volume and quality.
  • Identify, attract, and close professionally and financially qualified sales-oriented franchise owners across 5 brands.
  • Alignment of strategy and candidate targets, ensuring an increase in qualified leads closed.
  • Institute proper recruitment and training programs. Ensuring consistent performance throughout the franchise development department and that we are evaluating, elevating, and retaining talent.
  • Work closely with the brand presidents of all 5 brands, meeting the unique needs of each brand and their goals.
  • Develop market strategies to increase pipeline and achieve sales goals.
  • Oversee timely and accurate compliance with all applicable state and federal franchise disclosure laws and regulations, and execution of franchise agreements and corporate procedures/ legal guidelines.
  • Create incentive packages both internally to engage and motivate the team as well as external campaigns to generate urgency and excitement with prospects.
  • Provide leadership and guidance to the business development leadership (VP’s), supporting and promoting the constant development of their sales and leadership skills.
  • Work with the individual Brand Presidents on overall strategy formulation, ensuring that departmental strategies are aligned.
  • Fully comprehend the FDD of all 5 brands and able to articulate and educate prospects as well as coach development team on FDD questions and positioning.
  • Create a robust candidate journey and franchise awarding process.
  • Ensure systems, processes, and procedures are effective and provide recommendations for enhancements.


  • A track-record of leading successful sales teams in the Franchise industry
  • Working knowledge of FranConnect CRM or similar
  • Ability to work independently; set and meet deadlines
  • Strong understanding of Franchise Disclosure Document (FDD)
  • Strong negotiation, influence, analytical and financial acumen
  • Excellent communication skills
  • Confident positive attitude and ability to lead in a sales environment
  • Motivate and develop sales team
  • Collaborate across teams and levels within the organization
  • Ability to teach selling system and tactics
  • Ability to work well under pressure and meet deadlines.
  • Skillful at relationship building and influencing prospects
  • Team player with strong communication skills
  • Accountability for the achievement of consistent, measurable results
  • Strong initiative and interpersonal skills; resourceful & responsible
  • A track record of success leading, managing, and developing high performance teams
  • Ability to work collaboratively and professionally with company executives and other business leaders

Education & Experience:

  • Bachelor's degree preferred
  • Five (5) or more years in senior franchise sales leadership role
  • Multi brand franchise experience preferred
  • Experience in the service franchise industry a plus, but not required
  • Certified Franchise Executive (CFE) preferred
  • Meaningful experience in spearheading accelerated development initiatives
  • Leadership and team-building expertise


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