The posting
Job Description
The Mgr., Franchise & License Development is responsible for driving license expansion across the U.S. and franchise growth within an assigned territory. This role acts as the primary point of contact for all franchise development activities, cultivating relationships with franchisees, licensees, real estate partners, and key stakeholders to ensure timely development results aligned with market plans.
Responsibilities
Non-Traditional Growth Strategy & Partnerships
- Own the non-traditional growth strategy. Find and rank the most promising venues, channels and partners to grow KFC's non-trad footprint.
- Source, negotiate and manage strategic partnerships with:
- Master concessionaires and contract foodservice operators (e.g., airport concessionaires, university and campus dining providers)
- Travel center operators
- Venue owners
- Other strategic partnerships
- Build repeatable partnership and licensing models (deal structures, formats, economics) that let KFC grow across a partner's portfolio, not one site at a time.
- Act as the subject matter expert on non-trad. Track industry trends, competitor activity and new venue types to keep the pipeline growing.
Partner & Licensee Relationship Management
- Act as the single point of contact for non-traditional partners and licensees, from first conversation through opening and ongoing performance.
- Build senior-level relationships with partner organizations to win multi-unit commitments that support the U.S. market plan.
- Hold regular business reviews with partners to track performance, renewals and expansion opportunities.
End-to-End Non-Traditional Development Process
- Manage all phases of non-trad development:
- Opportunity identification and RFP/bid responses
- Contract negotiation
- Format and design approval
- Permitting, construction, and turnover/grand opening
- Work with Design, Construction, Ops, Supply Chain, Legal and Finance on right-sized, non-trad formats such as kiosks, food court units, express menus and limited footprints.
- Keep accurate pipeline forecasts, risk assessments and milestone tracking. Give leadership clear updates on current projects and future pipeline.
Unit Economics & Business Case Development
- Build business cases for non-traditional deals, including partner economics, royalty and fee structures, capital requirements and returns.
- Make sure non-trad deals deliver profitable, brand-accretive growth and meet KFC Development Approval Committee requirements.
Compliance & Brand Standards
- Keep all non-trad development activity in line with KFC policies, licensing agreements and brand standards.
- Support asset reviews, renewals and transfers across the non-traditional portfolio.
Cross-Functional Leadership
- Work with Marketing, Ops and Digital to tailor menu, operating model and technology to each venue type.
- Partner with Franchise Development leaders on opportunities where traditional franchisees can take on non-trad venues in their markets.
Travel
- Moderate to heavy travel (30–50%) depending on partner and pipeline priorities.
Qualifications
Education/Certifications –
- BA/BS in business, engineering, real estate, finance or related field required. (Masters or MBA preferred.)
Experience (required)
- 8+ years of experience in development, strategy, finance, market planning, real estate or related experience with demonstrated organizational impact and increasing responsibility in related areas.
- Strong analytical skills and structure mindset.
- Ability to structure and articulate complex ideas using data-driven approach
- Sound internal motivation, intellectual curiosity, and a desire to have a large impact.
- Advanced influencing, negotiation and sales skills.
- Clear and effective communication across all media (face to face, by phone, in writing) with people at various levels, whether internal or external to the organization, including Franchisees. Ability to partner well with cross functional departments.
- Ability to efficiently manage workload with shifting priorities. Can work autonomously in a fast-paced and deadline-driven environment while generating actionable recommendations.
- Advanced skill in in Excel and PowerPoint.
- Ability to develop financial models for investment and strategic analysis.
- Experience in multi-unit restaurant/retail industry, franchise or license (non-trad).
- Demonstrated proficiency in site selection, trade area analysis, real estate contract negotiating or construction management.
- Knowledge of Power BI, SmartSheet and GIS analytics.
Salary Range: $132,480 to $139,840 annually + bonus eligibility. This is the expected salary range for this position. Ultimately, in determining pay, we'll consider the successful candidate’s location, experience, and other job-related factors.
