EoR Franchise Business Development Lead

BP•Atlanta, GA

12h•Remote

About The Position

The East of Rockies (EoR) Franchise Business Development Lead reports to the Franchise Market Development Manager and is responsible for growing the ampm franchise offer in new and existing markets in the EoR. This individual is accountable for the relationship management with existing customers who are eligible for contract renewal and all prospective new customers that inquire about the development of a ground-up, new-to-industry franchise or have a desire to brand an existing station to a franchise. This role works in close partnership with the Franchise Business Advisors and Branded Marketer Field Sales Specialists in each market, to develop joint account plans in order to maintain the existing customer base while growing the network. This is done through networking, relationship building, marketing and recruitment of desirable outlets for ampm sites. bp’s US Convenience & Mobility team is an organization that supports the operations of over 200 company owned and over 1,000 franchised convenience retail stores operating under the brands of Thorntons and ampm across the west coast, Midwest, and southeast. We are seeking guest-centric leaders with a growth and strategic mentality to help us continue to build the leading convenience retail chain of the future.

Requirements

Bachelor's degree or higher in business or a related field
Experience in QSR / franchise brands, preferably in franchise sales Or experience in multi-site operations experience
Strong advocacy and interpersonal skills (internal and with 3rd parties).
Ability to identify and develop new and non-traditional business opportunities, as well as new customers.
Strong negotiation skills.
Strong understanding of operational excellence and guest-impacting business practices.
Ability to manage difficult situations and conversations.
Ability to manage complex customers solving problems and creating “great outcome for everyone” solutions.
Establish shared ownership with cross-functional teams and branded marketers.
Tenacity in pursuing delivery of business results.
Knowledge of franchise business models, distributor businesses and B2B relationship management.
Ability to prioritize both business and organizational development.
Skillful use of MS Office Suite.
Ability to manage a sales pipeline through CRM resources, specifically Salesforce.
Capability to learn and use bp-specific websites and data sources
Living the safety leadership principles
Entrepreneurial attitude and competitive drive

Nice To Haves

Agreements and negotiations
Analytics
Commercial Acumen
customer and competitor understanding
Data visualization and interpretation
Deal structuring
Developing and implementing strategy
Economic evaluation methodology
Empowering Others
Financial Modelling
Generating customer insights
Inclusive Leadership
Influencing
Internal approval process
Investment appraisal
Joint Venture Structuring
Managing strategic partnerships
market
Market Analysis
Market Development
Project and programme management
Prospecting and pipeline management
Sector
Stakeholder Management

Responsibilities

Complete the franchise strategy
Develop a deep understanding of the value proposition of the franchise and be able to clearly communicate it to potential and existing franchisees
Develop geography specific growth plan to underpin the franchise strategy, applying markets insights, customer segmentation, and competitor analysis to determine size, scope, and approach to market entry and growth opportunities
Recruit and support development of franchisees
Develop joint account plans with other bp sales reps in defined geography to ensure that growth opportunities are cohesive and well understood. Including but not limited to branded marketer, Castrol, Travel Centers of America, and bp Pulse.
Lead the sales efforts from initial contact with the prospective franchisee and dealer sites to completion of contract and site opening utilizing established CRM processes.
Identify and source potential new franchisees and dealers’ locations, maintain pipeline, and abide by sales protocols established by US convenience & mobility
Represent the US convenience & mobility brand(s), build awareness in target regions, and demonstrate passion for growing the franchise business
Attend trade shows and conduct market visits to build relationships with potential franchisees
Meet Sales target in defined geographies as set by Franchise Market Development Manager
Continuously improve process opportunities and support of franchise growth including but not limited to driving simplification and automation, identifying marketing program development opportunities, and supporting updates to the Store Systems Manual.
Onboard franchisees and support them through the set-up activities
Work closely with RSM and FBA to onboard franchisees
Provide tools and templates to expedite onboarding process of franchisees
Facilitate Franchise Disclosure Document updates
Work with internal and external partners to secure approvals
Seek approval from local operations team for the project, facilitate site rides and customer interviews
Prepare economic model and work with the finance team to ensure project exceeds investment framework
Work with network planning to understand impacts of new sites to existing portfolio, and obtain network planning alignment for project location (white space, network fit etc.)
Work with the pre-construction team to select an Architecture & Engineering firm to prepare a bp approved site plan and commission a Site Research Report
Work with the Franchise Market Development Manager to prepare the financial memorandum and ultimately secure LT approval for any entire project.
Work closely with all partners and customers for a timely site opening
Lead renewal efforts of contracts on existing network of Franchise channel of trade
Track when franchisees are approaching the end of contracts, and sell the value proposition that this franchise brings
Cultivate a partnership with the RSM and FBAs to understand approach of franchisees prior to discussing renewal
Lead organizational efforts for refresh offers for franchise renewals, including surveys for signage and brand standards to draft SOW (Scope of Work) and funding required
Lead negotiations with franchisee on funding required for asset enhancements on renewals
Seek alignment with franchise leadership and operations on negotiated offer with comprehensive return on investment economic model