Director, Franchise Sales
The Director, Franchise Sales will be responsible for driving the growth of Planet Fitness by identifying and securing new franchise partners and expanding development opportunities with existing franchisees. This role will play a key part in supporting the company's strategic growth imperatives through effective prospecting and lead generation for incremental franchisees, territory planning including site selection and size of club, weekly forecasting and collaboration across the sales and development functions.
The ideal candidate is a relationship-driven sales leader with strong business acumen and experience in franchising, particularly in a multi-unit retail environment.
The ideal candidate should currently reside near a major airport in the EST or CST time zones, and expect to travel at least 75% of the time.
Responsibilities
Franchise Sales and Growth Execution
- Partner with the Chief Development Officer in identifying and prioritizing high-potential markets, sales targets and growth strategies.
- Develop and maintain an active sales funnel that aligns growth objectives and delivers measurable results.
- Prioritize target markets based on white space, demographic analysis, and market saturation.
- Support development timeline forecasting to align franchise sales goals with site acquisition and buildout plans.
- Lead prospective franchisees through the full sales funnel, from lead qualification to franchise agreement execution.
- Embrace a team approach working collaboratively with internal partners (i.e. Real Estate, Legal, Finance, Ops, etc.).
- Act as primary point of contact for new franchise leads and existing franchisees interested in development expansion.
- Communicate Planet Fitness's franchise value proposition, including investment model, operations support, and brand differentiators.
Process Management & Compliance
Maintain and grow a robust pipeline using CRM tools, with clear tracking of deal stages and expected close dates.Coordinate and run prospect discovery meetings, site tours, and document submission processes.Ensure timely issuance and tracking of Franchise Disclosure Document (FDD) receipts and required documentation.Oversee issuance and tracking of Franchise Disclosure Documents (FDD) and receipt acknowledgments in partnership with Legal.Work cross-functionally to hand off qualified deals to Real Estate for site selection and Construction for project timelines.Events & Brand Representation
Support franchise development presence at conventions, expos, and networking events to generate qualified leads.Represent Planet Fitness at industry functions and work with marketing to enhance employer brand awareness in growth markets.Qualifications
Ability to travel at least 75% of the timeBachelor's degree in business administration or related field preferred10+ years of progressive experience in franchise sales and development within a multi-unit retail, restaurant or service brand.Demonstrated success in closing franchise deals, expanding existing franchise territories, and supporting overall system growthExperience collaborating across development functions, particularly with Real Estate, Construction, and Legal teams, to ensure smooth execution from sales through openingStrong knowledge of franchise compliance regulationsProven ability to develop and execute territory development strategies in white space marketsStrong consultative sales skills with a track record of building and converting a qualified pipelineDemonstrated ability to qualify candidates using financial and operational criteria aligned with brand standardsExcellent presentation, negotiation, and closing skills across diverse prospect profilesSalesforce or similar CRM experience preferredExtremely detail-oriented, efficient, and organized with an exceptional ability to establish priorities and objectivesExceptional presentation and communication skills along with the ability to communicate effectively across all levels of the organization, including executivesAble to establish and maintain effective, collaborative work relationships with diverse individuals, internally and externallyCreative, progressive, thought leadership with the ability to influence at all levels of the organizationExcellent leadership skills including the ability to build teams, motivate, guide, and mentorPossess a results-driven entrepreneurial mindset, demonstrating initiative and creativityDemonstrated strategic thinking, creative problem-solving, and organizational leadership skillsExhibits comfort, ease, and flexibility working in an extremely fast-paced ever-changing, deadline-driven environmentCooperative team player with an upbeat, positive, "can-do" attitude!Perks
Competitive salaries and comprehensive benefits package, including medical, pharmacy, dental and vision benefitsGenerous vacation / holiday payVolunteer days off401(k) RetirementEmployee Stock Purchase ProgramChildcare reimbursementPet care reimbursementTuition ReimbursementLearning and development programsDiscount programs, including vacations, theme parks, shopping, meal delivery services & much moreFree Black Card membership and fun exercise incentivesCompany-sponsored social eventsNote to Applicants : We have been made aware of an increasing number of hiring fraud schemes across numerous platforms. Planet Fitness never requires advance payments of any kind for computer equipment or any other purpose at the start of employment. Any request for you to provide payment information during the application process is part of a fraud scheme. Further, we recommend that you do not provide sensitive personal information (SSN, DOB, driver's license number) as part of the initial application process.
