Manager Franchise Sales

Nothing Bundt Cakes•Dallas, TX

2d•Hybrid

About The Position

This role is responsible for owning the end-to-end sales pipeline for non-traditional franchise formats, with an initial focus on the Food Truck program and military base opportunities. The Manager Franchise Sales will identify, qualify, and close candidates for Food Truck Amendments and non-traditional unit agreements, guiding prospects from initial contact through to a signed agreement. This position will also build and manage relationships with military exchange and installation contacts to develop a pipeline of on-base opportunities, and partner with existing multi-unit franchisees to identify expansion candidates for food truck and mobile/satellite formats within their territories. The role involves developing and refining sales processes, collateral, FDD disclosure workflows, and deal structures specific to non-traditional formats, in collaboration with Legal and Franchise Development leadership. The Manager Franchise Sales will track and report on pipeline health, conversion metrics, and channel economics to the VP of Franchise Sales, recommending adjustments to targeting and process based on performance. Additionally, this role will represent the company at relevant trade shows, franchise expos, and military/base procurement events, serving as the subject-matter expert on non-traditional formats as the program expands.

Requirements

5+ years of sales experience, with a track record of quota attainment; franchise sales, business development, or licensing experience strongly preferred.
Comfort operating with significant autonomy in a newly created role without an established playbook.
Experience selling into government, military, or institutional channels is a plus, but not required.
Strong consultative sales skills — able to educate prospects on an emerging format and build conviction in a new business model.
Excellent written and verbal communication skills; polished presence with prospective franchisees, brokers, and institutional stakeholders.
Bachelor's degree in Business, Hospitality, Operations Management, or a related field; or equivalent combination of education and experience.
3 - 5+ years of experience in franchise sales, consultive selling for complex, large investment business opportunities, or franchise development support roles.
Prior experience managing new store/unit openings and/or franchise transfers strongly preferred.
Familiarity with franchise agreement structures, FDD requirements, and the franchisor approval processes.
Exceptional organizational skills with the ability to manage multiple active projects simultaneously, each with distinct timelines, stakeholders, and milestones.
Clear, confident communicator with the ability to manage expectations and maintain alignment across franchisees, vendors, internal teams, and legal.
Meticulous in tracking documentation, and compliance requirements; nothing falls through the cracks.
Skilled at building trust with franchisees during sales process, maintaining professionalism and commercialism.
Proactive in identifying risks and creative in developing solutions to keep deals on track.
Comfortable working in franchise management systems, CRM platforms, project management tools (Smartsheet, FranConnect, etc.), and Microsoft Office Suite.
Working knowledge of franchise operations, vendor ecosystems, brand standards compliance, and franchisee lifecycle management.

Nice To Haves

Experience selling into government, military, or institutional channels is a plus, but not required.
Prior experience managing new store/unit openings and/or franchise transfers strongly preferred.

Responsibilities

Own the end-to-end sales pipeline for non-traditional franchise formats, with immediate focus on the Food Truck program and military base opportunities.
Identify, qualify, and close candidates for Food Truck Amendments and non-traditional unit agreements, guiding prospects from first contact through signed agreement.
Build and manage relationships with military exchange and installation contacts (e.g., AAFES, NEXCOM, MCX) to develop a pipeline of on-base opportunities.
Partner with existing multi-unit franchisees to identify expansion candidates for food truck and mobile/satellite formats within their territories.
Develop and refine the sales process, collateral, FDD disclosure workflow, and deal structures specific to non-traditional formats, in partnership with Legal and Franchise Development leadership.
Track and report pipeline health, conversion metrics, and channel economics to the VP of Franchise Sales; recommend adjustments to targeting and process based on results.
Represent Nothing Bundt Cakes at relevant trade shows, franchise expos, and military/base procurement events.
Serve as the subject-matter expert on non-traditional formats as the program expands beyond food trucks and military bases into additional alternative channels (e.g., airports, universities, stadiums, corporate campuses).