Franchise Sales Manager - Georgia / Florida
Dunkin' Brands, Inc. (Jacksonville, Florida)

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Dunkin’ Brands, Inc. is a premier quick service restaurant franchisor with a leading position in the coffee, bakery and ice cream segments of the QSR category. With more than 12,000 points of distribution in 45 countries, and approximately 150 years of combined history, our brands are two of the most loved in the US. For more information, please visit www.dunkinbrands.com.

We are currently seeking a Franchise Sales Manager with a proven track record in productive deal closings to join our Dunkin' Donuts team!  This person will be a key contributor to our future success by performing the following:

Drive expansion and create growth opportunities for DBI by selling new store development agreements to qualified franchisees.  

Source and select qualified franchise partners capable of developing and executing a business opportunity to deliver DBI brand promise to the consumer

Deliver “sales” targets against fiscal year’s business plan, e.g. SDAs to existing f/ees, number of “new, qualified, franchisees,” number of store development agreements in targeted markets, DD unit commitments, etc.

Consistently role models mutual trust and respect by through exemplary demonstration of DBI’s character traits and core competencies.

Provide mentoring guidance to newer FM (s) assigned from time to time to ensure their development as Franchise Managers and assist them as needed to accomplish their individual Performance Plan responsibilities and goals.

The primary accountabilities for this position include:

·         Ensure that sufficient qualified “new to the system” franchisees are in place (at a specific time if required) by:

documenting and gaining approval on sales plan before proceeding,implementing sales plan in collaboration with other FM’s as needed,following “new” DBI’s franchisee candidate assessment processes,communicating results of assessment process to potential candidates; either moving forward to acceptance or not qualified, being knowledgeable and achieving compliance with all national/local statutes, regulations within a defined time frame. being knowledgeable and achieving compliance with all DBI policies, practices, and requirements within a defined time frame.Identify, target and recruit franchise candidates within assigned markets.  Develop and execute a business/recruitment plan to sell Franchise Agreements and Store Development Agreements to new and/or existing franchisees as required by the applicable Strategic Growth Plan.  Obtaining, or exceeding assigned targets relating to the number of New Franchisees, DDS and SDA Income.

 

·         Attract qualified franchise candidates through local advertising, sales flyers/brochures, open houses, industry groups, direct mail, trade shows, etc.  Develop and utilize creative new approaches to attract candidates.

 

·         Deliver executive-level sales presentations to multi-unit franchise candidates.

 

·         Properly interview, screen, accomplish/conduct Assessment Interviews and all other elements of the approval process to ensure all approved franchisee candidates meet or exceed requirements while complying with all Federal Trade Commission’s rules and regulations.

 

·         Enter and track the progress of each franchise candidate and/or Deal, through the established Global Development Tracking System (GDT).  Maintain accurate records of the number of qualified candidates, their status and funds collected/pending.

 

·         Insure that all legal, policy, regulatory and other franchising requirements are met and done so in a timely manner.  Review and understand all legal documents, policies, procedures, regulations and manuals as required to complete FM functions.

 

·         Collect when due, all fees and/or funds and other monies relating to franchising activities.

 

·         Serve as the local market function expert and as the go-to resource for franchising and licensing  questions and issue from the field support.

 

·         Prepare his/her own documents, PowerPoint presentations and administrative materials from a home-based environment.

 

·         Develop and execute a continuous improvement Individual Development Plan (IDP) designed to improve, keep current and update professional and business skills.  Learn and successfully implement new tools of the trade as identified by direct supervisor. The FM recruits enough new franchisees to meet the specific target need for the number of new franchisees brought into system. The FM achieves this by reviewing applications, talking to candidates, using sales techniques, using the DBI Candidate Approval system, and adhering to all federal and state Franchising laws.

 

·         Provide guidance to prospective franchisees in preparing a comprehensive Business Plan that will address any concerns by other members of the market team regarding training, operations and development, etc.                                 

 

·         The FM recruits enough new franchisees to meet the specific target need for the number of new DDs sold to new franchisees. The FM achieves this by reviewing applications, talking to candidates, using sales techniques, using the DBI Candidate Approval system, and adhering to all federal and state Franchising laws                                                                         

 

·         The FM generates enough candidate interest to meet the specific target need for the company to reach its development plans. The FM does this by creating and implementing a Franchisee Recruitment Plan for each market assigned.

 

·         The FM may represent Franchising interests and responsibilities associated with the “Optimization” of certain markets as part of the Market team that determines those existing franchisees qualified for growth, the amount of unit growth for each franchisee and assists in the design of specific SDA territories to match such growth.

 

The qualifications for this position include, but are not limited to the following:

·         Four –Year degree required.  Four-Year degree in business and/or MBA preferred. 

·         Has obtained a CFE Certification or working towards the Certified Franchise Executive designation.

·         Minimum 2 years previous/licensing industry experience.

·         Proven track record of sales results, with a minimum of 3 years successful experience in field sales.

·         Executive sales presence as demonstrated by:

Executive platform skills: demonstrated by routinely presenting to groups of 20+Command presence: demonstrated by ability to capture and lead an audience of any level, including senior executives, towards the meeting/presentation’s objectivesAppearance, dress and business acumen commensurate with executive and sales marketing posit ion Obvious self-assurance and confidence in all sales and presentation situations

·         Excellent verbal, written and PC skills as demonstrated by:

Written proposals and correspondence for all levels: single franchisee to major developersFranchise sales check lists, guides and presentation materialsAbility to prepare and deliver Word, PowerPoint and Excel proposals, spreadsheet, etc.

·         Strong closing skills as demonstrated by examples of specific deals signed.

·         Strong knowledge of franchise and licensing regulations, laws and procedures.  Ability to demonstrate same.

·         Financial analysis and analytical abilities as demonstrated by clear understanding of:

Appropriate franchise financial ratiosUnit operating P & L’sSingle and Multi-Unit franchisees

·         Strong ability to research and generate sales leads using the Internet, industry directories, direct mail, trade shows, franchise industry contacts, real estate industry contacts, et.al.

·         Car and air travel

·         Communication by phone and email

·         Must be able to lift up to 30 pounds and stand for long periods of time

·         Computer work

·         Driving through congested traffic

·         Attendance at meetings and training at offsite locations

·         Conference calls

·         Must be able to work alone utilizing disciplined time management

·         Visits to restaurants and meetings with franchisees

·         Home office for uninterrupted administrative work

To be considered for this position, please apply by clicking the link below. You can also view all jobs on our career site at https://careers.dunkinbrands.com.  

 

Dunkin’ Brands, Inc. is an Equal Opportunity/Affirmative Action Employer, and considers all applicants without regard to race, color, religion, creed, national origin, citizenship status, gender, disability, genetic information, sexual orientation or veteran status. 

To apply for the above position, please click on the following link : https://careers.dunkinbrands.com/OA_HTML/OA.jsp?akRegionCode=IRC_VIS_VAC_DISPLAY_PAGE&akRegionApplicationId=800&OASF=IRC_VIS_VAC_DISPLAY&OAHP=IRC_EXT_SITE_VISITOR_APPL&p_svid=3484&p_spid=3463