Franchise Expansion Manager-Any Industry

Role – Franchise Expansion Manager

Function: Growth/Franchise Expansion

Experience: 3–8 years

Location: Bangaluru, Mumbai, Pune

Reporting to: Head – Franchise Expansion

Role Overview

We are looking for a result-oriented Franchise Expansion Manager to manage the end-to-end franchise acquisition and onboarding process. The role will be responsible for converting franchise leads into successful sign-ups through effective qualification, consultative selling, proposal presentation, negotiation, objection handling and relationship management.

The role will also involve franchise consultant onboarding, offline lead-generation activities, CRM/MIS management and close coordination with the Marketing and Operations teams.

Key Responsibilities

• Lead Management: Connect with incoming franchise leads through calls, meetings and other channels and drive timely follow-ups.
• Lead Qualification: Assess prospects based on investment capability, business background, industry experience, location, time commitment and overall suitability.
• Discovery & Need Analysis: Understand the prospect's objectives, expectations, investment appetite and business aspirations.
• Franchise Presentation: Present the franchise business model, brand proposition, investment structure, revenue potential, ROI and support provided by the company.
• ROI & Commercial Discussion: Explain the financial model and commercial proposition and address queries related to investment, profitability and returns.
• Objection Handling: Effectively address concerns related to investment, competition, ROI, territory, operations, brand and other aspects of the franchise opportunity.
• Negotiation & Closure: Drive commercial discussions, negotiate within approved guidelines and convert qualified prospects into franchise sign-ups.
• Agreement & Documentation: Coordinate with internal teams and the prospective franchisee for documentation, agreement execution and payment closure.
• Franchisee Onboarding: Ensure a smooth transition from signed franchisee to onboarding by coordinating with relevant internal teams.
• Launch Coordination: Track onboarding milestones and coordinate with Operations, Projects, Marketing, Training and other teams to ensure timely franchise launch.
• Franchise Consultant Onboarding: Identify, onboard and manage franchise consultants/referral partners to generate quality franchise leads.
• Offline Lead Generation: Participate in exhibitions, business networking events, franchise meets, local activations and other offline lead-generation initiatives.
• CRM & MIS: Maintain accurate and up-to-date CRM records, pipeline stages, follow-ups, closures and onboarding status.
• Timely Reporting: Submit daily/weekly/monthly reports covering lead pipeline, meetings, proposals, negotiations, closures and onboarding progress.
• Marketing Feedback: Share regular feedback with the Marketing team on lead quality, lead sources, prospect objections, market response and campaign effectiveness.
• Cross-functional Coordination: Work closely with Marketing, Operations, Finance, Legal, Projects and Training teams to ensure seamless franchise acquisition and launch.

Key Performance Indicators

• Qualified franchise leads handled
• Lead-to-meeting conversion
• Meeting-to-sign-up conversion
• Number of franchise sign-ups
• Franchise fee/collection achievement
• Lead follow-up TAT
• Onboarding and launch TAT
• Franchise consultant onboarding and productivity
• CRM hygiene and reporting compliance
• Lead quality and marketing feedback

Candidate Profile

• 3–8 years of experience in franchise expansion, business development, channel sales, retail expansion or consultative sales.
• Experience in franchise expansion or dealer partner acquisition is a must.
• Strong sales, presentation, negotiation and objection-handling skills.
• Ability to understand and explain business models and ROI.
• Strong follow-up and closure orientation.
• Excellent communication and interpersonal skills.
• Comfortable meeting prospects and participating in offline events/networking activities.
• Willingness to travel as required.
• Experience in CRM and sales MIS.