VP, Franchisee Relations

This is a fully remote position, open to applicants in California.

📋 Description

• Oversee the complete transfer process for franchisee sales to other franchisees or qualified external buyers.

• Facilitate connections between existing operators and qualified acquirers to maintain units within the network.

• Manage changes in ownership, including partner buyouts, entity restructures, estate and succession transfers, and changes in control.

• Coordinate transfer approvals, releases, guaranty assignments, and agreement renewals with Franchise Counsel.

• Lead negotiations and structure solutions for financially distressed franchisees.

• Create plans for royalty deferrals or abatements, arrears payment schedules, remodel or development deferrals, fee waivers, and time-sensitive support.

• Assess closure, transfer, and company-assumption options and recommend the most beneficial economic outcomes.

• Negotiate orderly closures when they become necessary.

• Advise franchisees on negotiations with landlords and negotiate directly with landlords when the company has lease obligations.

• Drive lease assignments and obtain landlord consent in transfer transactions.

• Monitor lease expiration and renewal risks throughout the franchised portfolio.

• Negotiate restructures of Area Development Agreements, remodel and reimage deferrals, and contested renewals.

• Maintain a watch list of vulnerable U.S. franchisees and establish early-warning indicators.

• Report on units at risk, arrears, ongoing transfers, closures averted, and other performance metrics to the Head of Franchising.

• Coordinate franchisee-related matters across Operations, Finance, Legal, Construction, Supply Chain, and Marketing.

• Collaborate with Finance and Accounts Receivable on issues related to arrears, collections, credit holds, and concession modeling.

• Direct defaults, cure notices, terminations, and litigation to Franchise Counsel while managing pre-default interventions.

• Approve transfers, workout terms, fee waivers, and concessions within established authority limits.

• Document approvals and recommendations with supporting financial analysis and considered alternatives.

• Ensure consistency in concession decisions and maintain the approval framework.

• Manage lender relationships and connect qualified franchisees to funding sources.

• Engage in franchisee group mergers and acquisitions and multi-unit operator consolidations.

• Ensure the integrity of Item 20 transfer, closure, and termination data.

• Maintain comprehensive records of personal guarantees and documentation of releases.

• Support post-transaction stabilization before transferring matters back to the field organization.

⛳️ Requirements

• A minimum of 10 years' experience in franchising, multi-unit restaurant or retail operations, or franchise development, with significant transaction exposure.

• Proven experience in negotiating and finalizing commercial transactions — including business transfers, lease restructures, and workout arrangements — with documented results.

• Strong financial acumen: ability to interpret franchisee financial statements, model concession scenarios, and evaluate whether a workout is preferable to alternatives.

• Familiarity with franchise agreements, area development agreements, transfer and consent clauses, personal guarantees, and default and cure processes.

• Understanding of commercial lease agreements — including structures, assignment and consent clauses, guaranty positions, and landlord negotiation practices.

• Demonstrated ability to maintain a strong negotiating position while nurturing long-term commercial relationships.

• Experience managing a multi-brand or multi-concept franchise portfolio is highly preferred.

• Proven ability to coordinate cross-functionally without direct authority.

• Excellent judgment regarding escalation; comfortable with uncertainty and significant financial implications.

• Exceptional written and verbal communication skills, including the ability to prepare recommendation materials for senior leadership.

• Bachelor's degree is required.

• An MBA, JD, or equivalent transactional experience is a plus.

🏝️ Benefits

• Fully remote work arrangement.

• Regular travel required.