VP, Franchisee Relations

• Own the end-to-end transfer process for franchisee sales to other franchisees or qualified outside buyers
• Broker matches between exiting operators and qualified acquirers to retain units in the network
• Manage ownership changes, including partner buyouts, entity restructures, estate and succession transfers, and changes of control
• Coordinate transfer consents, releases, guaranty assignments, and agreement renewals with Franchise Counsel
• Lead negotiations and structure workouts with financially distressed franchisees
• Develop royalty deferrals or abatements, arrears payment plans, remodel or development deferrals, fee waivers, and time-limited support
• Evaluate closure, transfer, and company-assumption alternatives and recommend the best economic outcome
• Negotiate orderly wind-downs when closure is unavoidable
• Advise franchisees on landlord negotiations and negotiate directly with landlords where the company has lease exposure
• Drive lease assignments and landlord consent in transfer transactions
• Track lease expirations and renewal risks across the franchised portfolio
• Negotiate Area Development Agreement restructures, remodel and reimage deferrals, and contested renewals
• Maintain a watch list of at-risk U.S. franchisees and establish early-warning triggers
• Report units at risk, arrears, transfers in process, closures avoided, and other outcome metrics to the Head of Franchising
• Coordinate franchisee matters across Operations, Finance, Legal, Construction, Supply Chain, and Marketing
• Partner with Finance and Accounts Receivable on arrears, collections, credit holds, and concession modeling
• Route defaults, cure notices, terminations, and litigation to Franchise Counsel while owning pre-default intervention
• Approve transfers, workout terms, fee waivers, and concessions within authority thresholds
• Document approvals and recommendations with supporting economics and alternatives considered
• Maintain consistent concession decisions and the approval framework
• Maintain lender relationships and connect qualified franchisees to capital
• Engage on franchisee group M&A and multi-unit operator consolidation
• Ensure Item 20 transfer, closure, and termination data integrity
• Maintain active personal-guaranty records and documentation of releases
• Support post-transaction stabilization before handing matters back to the field organization

Requirements

• 10+ years in franchising, multi-unit restaurant or retail operations, or franchise development, with substantial transaction exposure
• Demonstrated experience negotiating and closing commercial transactions — business transfers, lease restructures, workout arrangements, or comparable deal work — with documented outcomes
• Strong financial acumen: reads franchisee financial statements, models concession scenarios, and independently assesses whether a workout beats the alternative
• Working knowledge of franchise agreements, area development agreements, transfer and consent provisions, personal guarantees, and default and cure mechanics
• Commercial lease literacy — lease structures, assignment and consent provisions, guaranty positions, and landlord negotiation practice
• Proven ability to hold a firm negotiating position while preserving a long-term commercial relationship
• Multi-brand or multi-concept franchise portfolio experience strongly preferred
• Proven cross-functional coordination without direct authority
• Excellent judgment on when to upscale; comfortable with ambiguity and real financial consequence
• Excellent written and verbal communication, including recommendation materials for senior leadership
• Bachelor's degree required
• MBA, JD, or equivalent transactional background a plus

Core Competencies

Demonstrates extensive experience in franchise operations and development, with a strong focus on negotiating commercial transactions, managing ownership changes, and coordinating cross-functional teams. Possesses financial acumen to evaluate franchisee performance and develop effective concession strategies.

Highest-signal resume keywords

• Franchise Operations Management
• Commercial Transaction Negotiation
• Financial Acumen
• Cross-Functional Coordination
• Lease Restructure Expertise

Hard Skills

• Franchise Agreements
• Area Development Agreements
• Lease Restructures
• Workout Arrangements
• Financial Statement Analysis
• Concession Modeling
• Default and Cure Mechanics
• Negotiation Techniques
• Transaction Documentation
• Risk Assessment

Soft Skills

• Excellent Judgment
• Strong Communication
• Relationship Management
• Problem Solving
• Comfort with Ambiguity

Certifications & Qualifications

• Bachelor's Degree
• MBA
• JD

Industry Keywords

• Franchising
• Multi-Unit Operations
• Retail Operations
• Franchise Development
• Commercial Lease Literacy
• Financial Distress Management
• Franchisee Relations
• M&A
• Succession Planning
• Entity Restructuring