VP Franchise Development Executive Search
Franchise Development Leadership That Accelerates Growth
Franchise growth depends on more than a strong brand and an attractive business model. It requires experienced leadership capable of turning expansion goals into a disciplined, sustainable development strategy.
The Vice President of Franchise Development plays a critical role in identifying qualified franchisees, expanding into new markets, strengthening the development pipeline, and ensuring growth aligns with the long-term objectives of the brand.
At Wray Executive Search, we specialize in identifying VP Franchise Development leaders who understand how to build and scale franchise systems.
We connect franchise organizations with proven development executives who bring the relationships, strategic perspective, and execution capabilities required to drive sustainable unit growth.
Trust Earned Through Decades of Success
96%
Search Completion Rate
94%
Offer Acceptance Rate
50+
Years as Industry Specialists
Restaurant & Franchise Executive Search
92%
Placement Retention Rate
21 Days
Average to 1st Vetted Slate of Candidate
The Role of VP Franchise Development Has Evolved
Why Is Wray Search a Leading VP Franchise Development Search Firm?
For more than 50 years, Wray Executive Search has specialized in restaurant and franchise executive search, helping growth-focused organizations identify leaders capable of building and scaling successful brands. That specialization matters when recruiting franchise development leadership.
The strongest VP Franchise Development candidates bring more than a history of selling franchises. They understand franchise economics, market development, franchisee qualification, multi-unit operators, real estate, brand positioning, and the operational requirements necessary to support sustainable system growth. Just as importantly, they have relationships.
Franchise development is a relationship-driven business, and many of the industry's most accomplished executives are not actively pursuing their next opportunity. Wray Executive Search has spent decades building relationships across the franchise, restaurant, hospitality, and foodservice industries. That network gives our clients access to proven franchise development leaders who may never appear in a traditional candidate search.
Our access goes beyond a database. We identify executives whose experience, relationships, leadership style, and growth philosophy align with the specific objectives of each franchise organization.
For companies hiring a VP Franchise Development, the difference is not simply who is available.It is who you can access.
Today's VP Franchise Development is more than a franchise sales leader.
The strongest executives understand how franchisee recruitment, market strategy, real estate, operations, finance, marketing, and brand positioning work together to create successful expansion.
We consistently see franchise organizations searching for development executives who can:
Build and execute long-term franchise development strategies
Develop a consistent pipeline of qualified franchise candidates
Establish and achieve annual unit development goals
Identify priority markets and whitespace opportunities
Evaluate prospective franchisees for financial and operational fit
Strengthen franchise sales processes and conversion
Build relationships with multi-unit and multi-brand operators
Partner with real estate and development teams on market expansion
Align franchise development with operations and brand strategy
Develop systems and teams capable of supporting accelerated growth
Partner with CEOs, boards, investors, and private equity sponsors on expansion strategy
Successful franchise development is not simply about signing more agreements. The right leader helps ensure the organization grows with franchise partners, markets, and development strategies capable of strengthening the system over the long term.
Executive Search Partner to Leading
Franchise Brands
Why Organizations Partner with Wray Executive Search
Finding exceptional financial leadership requires more than identifying candidates with strong accounting credentials.
Successful franchise finance executives combine strategic vision, operational expertise, and industry knowledge.
6 Points of Distinction
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Our Leadership
Our consultants have decades of industry specialization in restaurant, franchise, and food service.
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Wide Scope
Wray Executive Search offers a wide scope of industry knowledge and experience. We provide a wide array of services and have an extensive network in these arenas.
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Impactful Expertise
The cross-functional, wide-reaching expertise our company provides can have a deep impact on your business. We serve client needs internationally, nationally, regionally and locally.
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Unique Guarantees
We offer a full one-year replacement guarantee ensuring that our candidates will bring value long term. If, for some reason, the hired candidate does not work out, we will find a replacement.
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Diverse Consultants
Our consultants bring varied experience from all segments of the industry. We offer broad-based, cross-functional expertise to enhance our partnership.
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Competitive, Comprehensive Rates
There are no surprises when it comes to our fees. We maintain highly competitive performance-based rates founded upon our robust executive search record.
Franchise Finance Executive Search Case Studies
Executive Search Case Study: VP of Accounting and Finance at Multi-Location Restaurant Group
Executive Search Case Study: CFO for High-Growth Multi-Unit Franchisee Organization
Executive Search Case Study: CFO of a Publicly Traded, Global Restaurant Franchising Company
Our Team of Franchise Development Executive Recruiters
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Kevin Stockslager
Managing Partner
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Ray Kelley
Managing Partner
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Rebecca Patt
SVP & Partner
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Bob Gershberg
Executive Advisor
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Joe Radice
Advisor
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Jonathan Kelley
Vice President of Recruiting
Build the Leadership Team Behind Franchise Growth
Franchise expansion can transform an organization, but growth without the right leadership can create just as many challenges as opportunities. The right VP Franchise Development brings discipline to expansion.
They understand where the brand should grow, which franchise partners can succeed, how development goals should be structured, and what infrastructure is required to turn signed agreements into successful operating locations.
For emerging concepts, that may mean creating the franchise development function from the ground up.
For established franchisors, it may mean accelerating unit growth, entering new markets, recruiting larger multi-unit operators, or building a more sophisticated development organization.
If you are evaluating a VP Franchise Development hire, Wray Executive Search can provide insight into the talent market and access to leaders capable of driving your organization's next stage of expansion.
If you are looking to be considered for opportunities, go to our candidate page and submit your resume.
Trusted Experts in Franchise Executive Search
The executives responsible for franchise development directly influence the trajectory of the brand.
For decades, Wray Executive Search has helped franchise organizations identify leaders capable of navigating growth, transformation, and organizational complexity.
Our specialization allows us to evaluate candidates beyond traditional franchise sales metrics.
We look at the quality of the systems they have helped build, the franchisees they have attracted, the markets they have developed, the teams they have led, and their ability to create sustainable growth.
Whether you're launching a franchise program, accelerating an established system, expanding a restaurant franchise, or building the leadership team of a private equity-backed platform, we connect you with franchise executives who understand how to turn growth objectives into successful development.
VP Franchise Development Hiring Insights
What Sets High-Performing VP Franchise Development Leaders Apart?
Franchise development requires an unusual combination of sales ability, strategic thinking, financial understanding, relationship building, and operational awareness.
The strongest VP Franchise Development executives understand that every new franchise agreement creates a long-term relationship between the franchisee and franchisor.
High-performing franchise development leaders often demonstrate:
A proven record of franchise and unit growth
Strong relationships with multi-unit and multi-brand franchise operators
Experience developing new geographic markets
Sophisticated franchisee recruitment and qualification capabilities
Understanding of franchise economics and unit-level performance
Experience building scalable franchise sales processes
Ability to develop and manage franchise development teams
Strong understanding of real estate and market planning
Experience working across operations, marketing, finance, and development
Ability to communicate effectively with CEOs, boards, investors, and franchisees
A disciplined approach to balancing growth targets with franchisee quality
The best franchise development executives are not simply focused on selling the next territory. They are building the future footprint of the brand.
When Does a Franchise Organization Need a VP Franchise Development?
The need for dedicated franchise development leadership often emerges when expansion becomes a central part of the organization's growth strategy.
Common triggers include:
Launching a new franchise growth strategy
Accelerating unit expansion
Entering new geographic markets
Moving from founder-led franchise sales to professional leadership
Building relationships with larger multi-unit operators
Missing franchise development or unit-opening targets
Expanding from regional to national growth
Building a dedicated franchise sales and development team
Private equity investment and aggressive growth objectives
Preparing a brand for significant system expansion
At these inflection points, experienced franchise development leadership can bring greater structure, accountability, and predictability to the growth process.
VP Franchise Development vs. Chief Development Officer
The responsibilities of a VP Franchise Development and Chief Development Officer can overlap considerably depending on the organization.
A VP Franchise Development generally focuses on franchisee recruitment, franchise sales, pipeline development, market expansion, and achieving franchise development goals. A Chief Development Officer may have broader responsibility for the organization's overall growth strategy, potentially including franchise development, real estate, construction, market planning, acquisitions, and other development functions.
In some franchise organizations, the VP Franchise Development reports directly to the Chief Development Officer. In others, particularly emerging or middle-market brands, the VP may report to the CEO and serve as the organization's senior development executive.
The right structure depends on the size of the franchise system, growth objectives, operating model, and existing leadership team.
Key Considerations When Hiring a VP Franchise Development
Hiring a franchise development executive requires evaluating more than the number of franchise agreements a candidate has signed.
Organizations should consider:
Track record of actual unit development and openings
Quality and profile of franchisees recruited
Experience with single-unit versus multi-unit development
Relationships with established franchise operators
Experience entering new geographic markets
Understanding of franchisee economics
Ability to evaluate franchisee financial and operational capabilities
Experience building franchise development teams and processes
Familiarity with the organization's segment and growth model
Ability to partner with real estate, operations, marketing, and finance
Leadership style and cultural alignment
At Wray Executive Search, we help clients evaluate the complete development record of candidates and identify executives whose experience aligns with the organization's specific growth strategy.
Frequently Asked Questions About VP Franchise Development Executive Search
What does a VP Franchise Development do?
A VP Franchise Development leads the strategy and execution behind franchise system growth. Responsibilities often include franchisee recruitment, franchise sales, pipeline management, market development, franchisee qualification, development strategy, and partnership with real estate and operations.
What experience should a VP Franchise Development have?
Strong candidates typically have significant franchise development experience, a track record of unit growth, relationships within the franchise community, and an understanding of franchise economics, market expansion, franchisee recruitment, and multi-unit development.
What is the difference between franchise development and franchise sales?
Franchise sales focuses primarily on identifying and converting prospective franchisees. Franchise development is broader and may encompass market strategy, franchisee recruitment and qualification, territory planning, unit development goals, real estate coordination, and long-term system expansion.
What's the difference between a VP Franchise Development and a Chief Development Officer?
A VP Franchise Development typically concentrates on growing the franchise system, while a Chief Development Officer may oversee a broader portfolio that includes franchise development, real estate, construction, market planning, and other growth functions.
When should a franchise brand hire a VP Franchise Development?
Organizations often hire a VP Franchise Development when they are preparing for significant expansion, entering new markets, professionalizing a founder-led development function, pursuing larger multi-unit franchisees, or struggling to achieve franchise growth targets.
Should a VP Franchise Development have restaurant experience?
For restaurant franchisors, direct restaurant or foodservice experience can be particularly valuable because the executive must understand unit economics, restaurant operations, real estate, market development, and the characteristics required for successful restaurant franchisees.
How do you recruit a VP Franchise Development?
Recruiting a VP Franchise Development requires identifying executives with a proven development record, strong franchise relationships, and experience relevant to the organization's growth strategy. Specialized franchise executive search firms can also reach passive executives who may not be actively pursuing new opportunities.
How long does a VP Franchise Development executive search take?
The timeline depends on the scope of the position, location, compensation, growth objectives, required industry experience, and profile of franchisees the organization hopes to attract. A targeted national search can help organizations reach experienced development executives beyond the active candidate market.
Franchise Development Leadership Trends
Franchise organizations are becoming increasingly sophisticated about how they approach growth.
Signing franchise agreements remains important, but leading franchisors are placing greater emphasis on franchisee quality, multi-unit development capabilities, market selection, unit economics, development timelines, and the ability to convert awarded territories into successful operating locations.
At the same time, private equity investment and the continued growth of multi-brand franchise operators are changing the profile of prospective franchise partners.
That environment increases the need for franchise development executives who can build relationships with sophisticated operators while maintaining the discipline required to protect the long-term health of the system.
The strongest development leaders understand that sustainable franchise growth is not measured only by agreements signed.
It is measured by the strength of the system those agreements ultimately create.