Vice President Franchise Recruitment

Home Franchise Concepts is one of the largest franchising systems in the home improvement goods and services space. The company’s brands—Budget Blinds, The Tailored Closet, PremierGarage, Kitchen Tune-Up, Bath Tune-Up, Two Maids, Bark and Mane, and Lightspeed Restoration—are consistently rated at the top of their categories and supported by more than 2,500 franchise territories. A subsidiary of JM Family Enterprises, Home Franchise Concepts has earned accolades including Entrepreneur’s Franchise 500, Best in Category, Top Low-Cost Franchise, Top New & Emerging Franchises, Top Home-based Franchises, and Top 100 Global Franchises.

About the role

Reporting to the Chief Development Officer, the Vice President of Franchise Recruitment (VPFR) leads a high-performing franchise recruitment team to achieve company growth objectives through the sale of new franchise units. This role is accountable for delivering quarterly and annual franchise agreement signings, franchise fee revenue, and pipeline performance across assigned brands. The VPFR provides strategic leadership, coaching, forecasting, and performance management for Franchise Advisors while ensuring a disciplined and consistent franchise development process. Additionally, the VPFR helps identify, attract, evaluate, and award franchises to qualified candidates who align with the brand's values, operating model, and long-term growth objectives.

Responsibilities

• Lead, coach, and develop a team of up to 12 Franchise Advisors to achieve quarterly and annual operating plan objectives while maintaining high standards for candidate quality and franchisee selection.
• Establish performance expectations, accountability measures, and professional development plans for team members.
• Conduct regular pipeline reviews, candidate strategy sessions, deal reviews, and performance evaluations.
• Foster a culture of execution, collaboration, continuous improvement, and disciplined mutual evaluation.
• Develop Franchise Advisors to effectively assess candidate fit, financial capability, operational readiness, and alignment with brand values.
• Drive achievement of quarterly and annual franchise agreement signing goals and franchise fee revenue targets.
• Ensure the recruitment team attracts, evaluates, and awards franchises to candidates who align with the brand's ideal franchisee profile and long-term growth objectives.
• Monitor key performance indicators including lead conversion, pipeline velocity, discovery day attendance, validation completion, close rates, candidate quality metrics, and unit signings.
• Ensure all franchise candidates progress through a structured mutual evaluation process in accordance with company standards, franchise regulations, and brand requirements.
• Support complex transactions and assist Franchise Advisors in advancing high-value opportunities while maintaining discipline around franchisee selection standards.
• Partner with Operations and Brand Leadership to ensure candidates possess the capabilities, resources, and commitment necessary for long-term franchisee success.
• Maintain accurate forecasting of unit sales, franchise fee revenue, and pipeline activity.
• Provide leadership with regular updates on forecast attainment, risks, opportunities, candidate trends, and market conditions.
• Develop action plans to address performance gaps and improve overall team effectiveness.
• Partner with Marketing, Operations, Finance, and Brand Leadership to align growth initiatives, market development strategies, and franchisee recruitment objectives.
• Build and maintain relationships with brokers, referral partners, franchise consultants, lenders, and prospective franchise owners.
• Educate external partners on brand positioning, ideal franchisee profiles, and candidate qualification standards.
• Monitor broker and referral partner performance to ensure candidate quality aligns with company growth objectives.
• Ensure adherence to all franchise recruitment processes, disclosure requirements, and compliance standards.
• Collaborate with leadership to improve systems, reporting, candidate experience, and overall recruitment effectiveness.
• Identify opportunities to increase conversion rates, improve candidate quality, shorten sales cycles, and enhance forecasting accuracy.
• Champion a consistent and disciplined franchise development process across all brands and recruitment channels.

Requirements

• Bachelor’s degree or equivalent business experience is preferred.
• Minimum 5 years of franchise development, franchise sales, franchise recruitment, or multi-unit sales experience.
• Minimum 2 years of leadership experience managing sales or franchise recruitment professionals.
• Proven track record of achieving and exceeding revenue and unit growth targets while maintaining franchisee quality standards.
• Experience managing complex sales cycles and leading performance-driven teams.

Skills

• Strong leadership, coaching, and talent development abilities.
• Excellent forecasting, pipeline management, and analytical skills.
• Exceptional communication, presentation, and relationship-building capabilities.
• Ability to evaluate candidate qualifications, business acumen, financial readiness, and cultural fit.
• Ability to influence cross-functional stakeholders and executive leadership.
• Strong understanding of franchise development best practices and franchise regulatory requirements.
• Proficiency with CRM systems, reporting tools, and sales analytics.

Success Measures

• Achievement of quarterly and annual franchise agreement signing goals.
• Achievement of quarterly and annual franchise fee revenue targets.
• Team productivity, conversion performance, and candidate quality metrics.
• Forecast accuracy and pipeline health.
• Development and retention of high-performing Franchise Advisors.
• Quality of franchisees awarded, including onboarding readiness and early performance indicators.
• Compliance with franchise recruitment processes and company standards.
• Contribution to overall system growth, franchisee success, and brand health.

Schedule

Hybrid model – Work from the office on Tuesdays, Wednesdays, and Thursdays, and from home on Mondays and Fridays. Travel as needed.

Benefits

• Medical, dental, and vision insurance.
• Flexible Spending Accounts (FSAs) and Health Savings Accounts (HSAs).
• Supplemental life insurance.
• Annual discretionary bonus.
• 401(k) retirement plan with matching contributions (100% of the first 3% of eligible compensation contributed and 50% of the next 2%).
• 10 paid holidays.
• 8 paid hours for community volunteering.
• Open time off to support work-life balance.