Senior Director of Franchising

Blue Rock Search
October 22, 2021
Miami, FL


Position Summary:

As our client continues on its path towards national expansion, there is a critical need to recruit a new leader who can drive franchise growth and development for the organization. This is a newly created position that reports into the Chief Operating Officer. This executive will be both commercially savvy and operationally astute with deep experience in all aspects of franchise growth. This role will assist the current leadership team in expanding their national footprint, including market planning, market feasibility studies and site selection, as well as reshaping the current franchisee journey from onboarding through construction, training, technology, quality assessment and franchise business reviews. Franchise growth and franchisee business development is a strategic pillar for realizing future EBITDA and revenue targets and as such, this leader will be responsible for both top line expansion and EBITDA growth. A key aspect of this role is to take franchisees from “good to great,” and actively develop and coach suboptimal franchisees. With a wide dispersion of franchisee performance, there is a significant opportunity for our client to set the bar for what level of performance is required, offer systematic performance improvement, and actively mentor underperforming franchisees. This is a highly visible role in the organization with frequent interaction with the broader c-suite and board of directors.


  • Drive the process of building and implementing the franchisee development function that supports short term and long-term business goals. Create alignment with the executive team and board on plans to deliver ambitious but achievable operating and financial results.
  • Accelerate expansion of franchise base through a robust and organized franchisee recruitment process. Expand awareness of franchise opportunities beyond the current friends and family network and drive a predictable pipeline and forecast through active franchise recruitment activities such as digital marketing, trade shows and events, trade publications, direct mail, web presence and other mediums. Be the face of the brand for the franchisee community.
  • Develop and implement regional strategic development plans including new market feasibility and penetration, site selection and analysis of key demographics and consumer trends with a special focus on understanding the growing Hispanic community.
  • Streamline the franchisee journey supporting the franchisee with best-in-class training, onboarding, technology and operational know-how.
  • Support innovative new initiatives to maximize the potential of the existing franchise base and work closely with sales, operations, marketing, technology functions to better serve needs of franchisees. Be the voice of the franchisee for process improvement and new product development.
  • Develop remediation plans for under-performing locations.
  • Implement metrics and KPIs that provide internal transparency to what success looks like.

Candidate Profile:

The Senior Director of Franchising will be an entrepreneurial, strategic, collaborative and passionate leader with a track record of success in expanding the franchise footprint for a B2C organization. This executive will bring a hunter mindset to franchise expansion and is comfortable operating in a fast-paced results-oriented environment. This leader will be a subject matter expert with proficiency and knowledge of leading an end-to-end franchising function. The Senior Director will bring a culture of organization and operational excellence and be an evangelist of best practices.

Ideal Experience:

  • 5 to 7 years of franchising experience. Deep expertise in running a franchise development division a well as extensive franchise operations experience including a track record of driving franchisee profitability and overall revenue growth.
  • Industry experience in a B2C environment with services-based franchise brands. A firsthand perspective on operating in a customer-centric environment with preference for QSR, retail, hospitality, health and wellness or insurance experience. Any experience with a brand that services the Hispanic community is a plus.
  • Track record of unit growth and ability to scale. Track record of YoY unit growth and ability to create a scalable platform that allows for methodical expansion of franchise base.
  • Focus on Profitability Understands how to grow the franchise base sustainably with a focus on driving EBITDA growth. Strong financial analysis, analytical capabilities and a clear understanding of franchisee and new market economics.
  • Strong Communicator. Ability to be the face of the brand to the franchisee community with strong verbal and written skills. The preference is for someone who is comfortable communicating in Spanish given that the majority of the franchise base will consist of Hispanic entrepreneurs who want to serve and operate in their communities.

Critical Leadership Capabilities:

Leading Change

  • Challenges assumptions about “the way things are done” and communicates explicitly what must change, why change is necessary and possible outcomes and costs. Understands how to communicate change and help the organization accept a changing environment.

Driving Results

  • Works to achieve goals while overcoming obstacles and planning for contingencies. Reviews performance and progress on a regular basis to ensure team is achieving results.

Collaborating and Influencing

  • Engages people in a dialogue to gain commitment and bring them onboard. Invites and uses the perspectives of others.


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