The Director of Franchise Sales is responsible for identifying development opportunities, presenting development territories, and selling to qualified new leads (franchisees). This individual must demonstrate the following competencies: Effective written and verbal communication skills, relationship building, networking, sales expertise, strategic thinking, and strong analytical skills.

Align with Senior Leadership Team on development areas applicable for new leads in support of the U.S development plan. Identifies and assess potential leads based on Steak N Shake requirements including alignment to our culture, financial requirements, knowledge of desired markets, utilizing your connections made throughout your career.

Meet with potential leads to influence and sell agreed upon development territories and sites. Multi-unit as well as ADA’s (Area Development Agreement) Attend applicable franchise and trade shows throughout the US.

Identify development opportunities within both new and existing markets for new leads by leveraging applicable tools to drive development pipeline in support of the development plan. Partner with Operations, Training, Engineering, Construction and Real Estate. Create development territories and align on an appropriate development timeline. Educate leads on Steak n Shake systems and FDD (Franchise Disclosure Document) Facilitate discovery day as an onboarding step for potential leads and other duties as assigned.

Use of a computer and other technology is essential to the successful completion of your everyday roles & responsibilities. Daily phone calls following up on leads in the CRM system. Traveling to meet with leads and/or attending franchise conferences. Anticipate 50% travel, or the ability to travel when needed meeting with prospects. Effective communication and attention to detail around analysis and all parts of the FA (Franchise Agreement) and FDD process while maintaining quality and a sense of urgency. Compiling all pertinent data on the site for review and approval by Senior leadership.

Qualifications: Bachelor’s degree in real estate, Business, Marketing, or related discipline. Possessing an MBA is a huge plus! Equivalent experience may be considered in lieu of formal education.

Minimum of 10 years of franchising Sales experience focused on multi-unit sales, preferable with a large QSR brand.

5 or more years’ experience managing a sales team. Proven track record of sales results. Strong ability to research and generate sales leads using the Internet, industry directories, social media, direct mail, trade shows, franchise & real estate industry contacts etc.

Strong financial and analytical abilities as demonstrated by a clear understanding of all financial principles related to the franchise business model. Strong attention to detail.

You have a strong existing network of multi-unit, sophisticated restaurant franchise groups throughout the U.S. Demonstrated track record of closing multi- unit or ADA deals.

You operate with a collaborative leadership style, building trusting relationships with others. You have leadership experience in corporate and field settings and franchise sales. You have a passion to get things done in a timely manner. Managing multiple projects and timelines is crucial to the success of this position.