The EoR Franchise Business Development Lead is responsible for expanding the ampm franchise network across the East of Rockies, managing relationships with current and prospective franchisees, and guiding strategy, recruitment, onboarding, site development, and renewals in collaboration with cross-functional teams.
Responsibilities
- Develop a thorough understanding of the franchise value proposition and clearly communicate it to potential and existing franchisees.
- Create geography specific growth plans that underpin the franchise strategy, using market insights, customer segmentation, and competitive analysis to define market size, scope, and entry and expansion approaches.
- Collaborate with other bp sales representatives in the defined geography to craft joint account plans that ensure cohesive growth opportunities across brands such as branded marketer, Castrol, Travel Centers of America, and bp Pulse.
- Lead end-to-end sales activities from first contact through contract execution and site opening, using established CRM processes.
- Require in-person consultations with prospective franchisees and spend up to 70 percent of time in the field.
- Identify and source new franchisees and site locations, maintain a robust pipeline, and adhere to sales protocols established by US convenience & mobility.
- Represent the US convenience and mobility brands, raise awareness in target regions, and demonstrate commitment to growing the franchise network.
- Attend trade shows and conduct market visits to cultivate relationships with prospective franchisees.
- Achieve sales targets in the defined geographies as set by the Franchise Market Development Manager.
- Continuously improve processes to support franchise growth, including driving simplification and automation, identifying marketing program development opportunities, and updating the Store Systems Manual.
- Work closely with the RSM and FBA to onboard franchisees.
- Provide tools and templates to expedite the onboarding process for franchisees.
- Coordinate updates to the Franchise Disclosure Document (FDD).
- Secure approval from the local operations team for projects, and facilitate site visits and customer interviews.
- Prepare an economic model and collaborate with the finance team to ensure the project meets the investment framework.
- Coordinate with network planning to understand impacts of new sites on the existing portfolio and obtain alignment for project locations (white space, network fit, etc.).
- Partner with the pre-construction team to select an Architecture & Engineering firm to prepare a bp approved site plan and commission a Site Research Report.
- Collaborate with the Franchise Market Development Manager to prepare the financial memorandum and secure LT approval for the project.
- Work closely with all partners and customers to ensure a timely site opening.
- Monitor upcoming contract expirations and communicate the ongoing value of renewing the franchise relationship.
- Partner with the RSM and FBAs to assess franchisee posture prior to renewal discussions.
- Lead renewal refresh initiatives, including surveys for signage and brand standards to draft the SOW and determine funding requirements.
- Negotiate with franchisees the funding needed for asset enhancements during renewals.
- Align with franchise leadership and operations on negotiated offers supported by a comprehensive return-on-investment economic model.
Requirements
- Bachelor’s degree or higher in business or a related field.
- Experience in QSR or franchise brands, preferably in franchise sales, or experience in multi-site operations.
- Strong advocacy and interpersonal skills for internal and third-party interactions.
- Ability to identify and develop new and non-traditional business opportunities and new customers.
- Strong negotiation skills.
- Solid understanding of operational excellence and guest-impacting business practices.
- Ability to manage difficult situations and conversations.
- Adept at resolving complex customer problems and creating win-win outcomes.
- Ability to establish shared ownership with cross-functional teams and branded marketers.
- Tenacity in pursuing delivery of business results.
- Knowledge of franchise business models, distributor businesses, and B2B relationship management.
- Ability to prioritize both business and organizational development.
- Proficiency with the MS Office Suite.
- Experience managing a sales pipeline through CRM tools, specifically Salesforce.
- Capability to learn and use bp-specific websites and data sources.
- Living the safety leadership principles.
- Entrepreneurial attitude and competitive drive.
Technologies
- Salesforce
- MS Office Suite
Benefits
- Pay
- Discretionary bonus
- Retirement & savings
- Insurance benefits
- Equity
Job Details
- Location: Atlanta, GA (onsite)
- Job Category: Strategic Planning & Business Development
- Experience Level: Intermediate
- Relocation: Not eligible for relocation
- Job Type: Professionals
- Travel: Up to 25% travel required
- Job Code: RQ111595
Why Join Us
At bp, we support our people to learn and grow in a diverse and exciting environment. We believe that our team is strengthened by diversity. We are committed to fostering an inclusive environment in which everyone is respected and treated fairly.
Legal Disclaimer
LEGAL DISCLAIMER: We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, socioeconomic status, neurodiversity/neurocognitive functioning, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to bp’s recruiting process (e.g., accessing the job application, completing required a
Disclaimer
DISCLAIMER: This is a high-level summary only of terms and current discretionary benefits applicable to certain roles. Some rewards, benefits and policies are at managers’ discretion and vary depending on where you work within the business. All terms subject to contract and all discretionary benefits subject to policy and eligibility.
