Director, Franchise Sales

Planet Fitness • Hampton, NH

32d

About The Position

The Director, Franchise Sales will be responsible for driving the growth of Planet Fitness by identifying and securing new franchise partners and expanding development opportunities with existing franchisees. This role will play a key part in supporting the company’s strategic growth imperatives through effective prospecting and lead generation for incremental franchisees, territory planning including site selection and size of club, weekly forecasting and collaboration across the sales and development functions. The ideal candidate is a relationship-driven sales leader with strong business acumen and experience in franchising, particularly in a multi-unit retail environment. The ideal candidate should currently reside near a major airport in the EST or CST time zones, and expect to travel at least 75% of the time.

Requirements

• Ability to travel at least 75% of the time
• Bachelor’s degree in business administration or related field preferred
• 10+ years of progressive experience in franchise sales and development within a multi-unit retail, restaurant or service brand.
• Demonstrated success in closing franchise deals, expanding existing franchise territories, and supporting overall system growth
• Experience collaborating across development functions, particularly with Real Estate, Construction, and Legal teams, to ensure smooth execution from sales through opening
• Strong knowledge of franchise compliance regulations
• Proven ability to develop and execute territory development strategies in white space markets
• Strong consultative sales skills with a track record of building and converting a qualified pipeline
• Demonstrated ability to qualify candidates using financial and operational criteria aligned with brand standards
• Excellent presentation, negotiation, and closing skills across diverse prospect profiles
• Salesforce or similar CRM experience preferred
• Extremely detail-oriented, efficient, and organized with an exceptional ability to establish priorities and objectives
• Exceptional presentation and communication skills along with the ability to communicate effectively across all levels of the organization, including executives
• Able to establish and maintain effective, collaborative work relationships with diverse individuals, internally and externally
• Creative, progressive, thought leadership with the ability to influence at all levels of the organization
• Excellent leadership skills including the ability to build teams, motivate, guide, and mentor
• Possess a results-driven entrepreneurial mindset, demonstrating initiative and creativity
• Demonstrated strategic thinking, creative problem-solving, and organizational leadership skills
• Exhibits comfort, ease, and flexibility working in an extremely fast-paced ever-changing, deadline-driven environment
• Cooperative team player with an upbeat, positive, “can-do” attitude!

Responsibilities

• Franchise Sales and Growth Execution Partner with the Chief Development Officer in identifying and prioritizing high-potential markets, sales targets and growth strategies.
• Develop and maintain an active sales funnel that aligns growth objectives and delivers measurable results.
• Prioritize target markets based on white space, demographic analysis, and market saturation.
• Support development timeline forecasting to align franchise sales goals with site acquisition and buildout plans.
• Lead prospective franchisees through the full sales funnel, from lead qualification to franchise agreement execution.
• Embrace a team approach working collaboratively with internal partners (i.e. Real Estate, Legal, Finance, Ops, etc.).
• Act as primary point of contact for new franchise leads and existing franchisees interested in development expansion.
• Communicate Planet Fitness’s franchise value proposition, including investment model, operations support, and brand differentiators.
• Process Management & Compliance Maintain and grow a robust pipeline using CRM tools, with clear tracking of deal stages and expected close dates.
• Coordinate and run prospect discovery meetings, site tours, and document submission processes.
• Ensure timely issuance and tracking of Franchise Disclosure Document (FDD) receipts and required documentation.
• Oversee issuance and tracking of Franchise Disclosure Documents (FDD) and receipt acknowledgments in partnership with Legal.
• Work cross-functionally to hand off qualified deals to Real Estate for site selection and Construction for project timelines.
• Events & Brand Representation Support franchise development presence at conventions, expos, and networking events to generate qualified leads.
• Represent Planet Fitness at industry functions and work with marketing to enhance employer brand awareness in growth markets.

Benefits

• Planet Fitness cares about you and your well-being. We offer a comprehensive benefits package to eligible employees which includes the core medical, dental, vision, life and disability as well as supplemental accident, hospital and critical illness coverage options.
• In addition, we are proud to offer eligible employees a generous time off program (including volunteer time), childcare reimbursement, paid parental leave, pet care reimbursement, tuition reimbursement, free Black Card membership, learning and development programs and a whole host of engagement activities.
• We offer a 401(k) Plan with safe harbor employer matching and an employee stock purchase plan.
• This role is also eligible to participate in an annual corporate bonus incentive program based on company financial and personal performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 1,001-5,000 employees