Head of Strategic Channels, North America

Subway•Miami, FL

1d•Onsite

About The Position

The VP, North America Strategic Channels owns the Non-Traditional and Catering businesses for Subway North America. This role is responsible for a portfolio representing approximately 25% of total NAM system sales, spanning more than 5,000 non-traditional restaurant locations across Walmart, large entity partners, airports, and other venue types, alongside the Catering channel. The VP, North America Strategic Channels is accountable for driving same-store sales, net restaurant growth, franchisee profitability, and digital channel expansion within this portfolio. This leader serves as the primary relationship owner for Subway’s most strategic entity partners, including Walmart, Compass, Love’s, Pilot, Circle K, 7Eleven, and HMS Host, and leads cross-functional execution across Operations, Marketing, Technology, Development, Legal, and Finance. This is a high-visibility, high-impact role at the VP level. Non-Traditional and Catering represent some of Subway’s most significant untapped growth vectors, including Grab and Go expansion, 3PD integration, catering digital launch, and airport development. The VP, North America Strategic Channels will lead with urgency, data, and a bias for action.

Requirements

Bachelor's degree in Business administration, Management, Marketing, or similar related field required.
12 or more years of progressive leadership experience in QSR, foodservice, or retail with direct P&L responsibility, including prior VP-level or equivalent executive experience
Demonstrated success managing complex, multi-party enterprise partnerships at national scale
Experience leading channel development, business development, or non-traditional growth in a franchise or licensed business model strongly preferred
Track record of driving same-store sales growth, launching new digital channels, and improving franchisee unit economics
Strong commercial instincts with the ability to translate data into clear, actionable strategies
Executive presence and credibility to lead relationships at the C-suite level with partners such as Walmart and major fuel and travel operators
Proven ability to build, develop, and inspire high-performing teams in a fast-moving, cross-functional environment
Comfortable managing multiple concurrent priorities at scale with a bias for action and accountability

Nice To Haves

MBA or equivalent advanced degree preferred.

Responsibilities

Own the full Subway at Walmart P&L, including same-store sales, REV performance, capture rate, and net unit count
Lead the launch and scale of Walmart 3PD across all eligible locations, with a $13M annual revenue goal
Drive Grab and Go program from test to national rollout, targeting 4,600+ Walmart locations and $382M+ annualized revenue opportunity
Improve Walmart capture rate from 1.5% to 1.7%, representing $32M in incremental annual revenue
Maintain and grow REV from 80 to 81, protecting franchise profitability and Subway’s Walmart real estate position
Serve as the primary executive relationship owner with Walmart real estate, operations, and commercial leadership
Lead dedicated account management for Subway’s top 10 strategic Non-Traditional partners including Love’s, Pilot, Circle K, Compass, Aramark, Sodexo, 7Eleven, TA Operating, and others
Drive entity partner comp sales to outperform system sales by at least 1 point, representing $5.3M incremental revenue
Partner with Buntin and internal Analytics to develop custom Annual Operating Plans and weekly performance dashboards by partner
Negotiate and execute Development Agreements with strategic partners including Love’s and 7Eleven to secure long-term growth commitments
Deliver 5 or more new airport location commitments in 2026, including active RFP participation in major hub markets
Secure a new Development Agreement with Love’s
Execute Walmart development incentive program to mitigate closures and stabilize unit count
Partner with the Development team to identify, pitch, and onboard new non-traditional franchisees and entity partners
For distressed and non-compliant restaurants, ensure Steritech audit results are reviewed, critical REV failures are escalated promptly, and brand protection actions are coordinated with Development and Legal as required.
Lead the end-to-end launch of Catering in the Subway app and website, targeting June to July 2026 rollout with a $15M annual revenue goal
Deliver ezCater POS integration to eliminate sales underreporting and ensure pricing consistency across channels, representing $3M in annual revenue capture
Partner with 3PD team to evaluate large order fulfillment solutions with DoorDash
Build operational and training infrastructure to support franchisee readiness for Catering at scale across North America
Serve as the executive business owner for all Non-Traditional and Catering technology requirements, including POS integrations, 3PD onboarding, and digital order experience improvements
Partner with Field Operations to deploy Non-Traditional channel playbooks and drive execution consistency across the restaurant base
Collaborate with Marketing and Buntin to design and execute partner-specific marketing programs that layer on top of the national calendar
Represent Non-Traditional and Catering in all relevant franchisee communications including regional meetings and NAASF and SFAC forums
Build, lead, and develop a high-performing team across Non-Traditional and Catering, establishing bench strength and a performance-oriented culture consistent with VP-level expectation