Franchise Sales Director - West Coast and MidWest-US Based

About The Role

THE CORCORAN GROUP

Franchise Sales Director – West

Sales Territory

California, Oregon, Washington, Arizona, Idaho, Utah, Nevada, Colorado, Montana, Wyoming, Nebraska, Minnesota, North Dakota, South Dakota, New Mexico, and additional territories as assigned.

This is a 100% remote position with approximately 50–75% travel throughout the assigned territory. The ideal candidate will reside within the territory.

ROLE OVERVIEW

This is an outbound sales role. Most of your week is spent proactively prospecting through calls, texts, emails, social outreach, networking, and in-person visits with independent brokerage owners. Travel includes planned market canvassing, face-to-face prospect visits, networking, industry events, and scheduled prospect meetings. Your job is to open doors, build strong relationships, and create a consistent pipeline of qualified franchise opportunities for the Regional Vice President (RVP) to advance through the sales process and close.

The FSD leads outbound prospecting, early relationship development, initial meetings, and qualification. As opportunities develop, the RVP assumes primary ownership of advancing the opportunity through the franchise sales process. The timing of that transition may vary based on the opportunity, relationship, and experience level of the FSD, with both team members continuing to collaborate as appropriate.

WHO YOU ARE

Outbound Sales & Relationship Builder

A high-energy, proactive business developer who thrives on creating opportunities from the ground up. Consistently initiates new conversations, builds relationships with independent brokerage owners and industry leaders, and turns market activity into qualified pipeline. Comfortable with persistent outbound outreach and spending significant time in-market meeting prospects face-to-face.

Entrepreneurial & Results-Oriented

A self-starter who thrives in an entrepreneurial environment and takes ownership of activity and outcomes. Demonstrates persistence, creativity, and accountability in prospecting, relationship development, and pipeline creation. Consistently seeks new ways to expand market presence and generate qualified opportunities.

Market-Savvy Sales Professional

Uses CRM tools, market intelligence, competitive insights, and local research to identify who to call, where to go, and where the strongest franchise opportunities exist. Brings informed market perspective to the RVP and supports territory strategy with insights gathered through active prospecting and relationship development.

Collaborative Partner

Works closely with the RVP, Sales Enablement, Marketing, Operations, and Shared Services teams to maximize sales effectiveness. Brings market and prospect insight to the RVP while staying focused on early-stage relationship building, qualification, and pipeline creation.

TEAM-BASED COVERAGE MODEL

Operates as part of a two-person sales team alongside the Regional Vice President.
The RVP owns territory strategy, market prioritization, opportunity advancement, and the franchise sales process, with input and market intelligence from the FSD.
The FSD leads high-activity outbound prospecting, early relationship development, initial meetings, and qualification to create a consistent pipeline of qualified opportunities.
As opportunities enter the pipeline, the RVP assumes primary ownership of advancing them toward close. The RVP may engage earlier depending on the opportunity, relationship, or experience level of the FSD.
The FSD may continue to participate in prospect meetings, market visits, presentations, and relationship development alongside the RVP as opportunities advance.
Success is measured primarily through outbound activity, new relationships created, qualified opportunities generated, pipeline value, and contribution to territory growth and closed business.

YOUR RESPONSIBILITIES

Prospecting & Pipeline Development

Drive proactive outbound prospecting across assigned markets through calls, texts, emails, social outreach, networking, referrals, and in-person market activity.
Build and maintain relationships with independent brokerage owners, team leaders, and industry influencers to create a sustainable pipeline of future franchise opportunities.
Independently lead early-stage prospect meetings, discovery conversations, and presentations, and partner with the RVP as qualified opportunities advance through the franchise sales process.
Qualify prospects based on strategic fit, business profile, growth potential, and readiness, and create clear next steps for opportunities entering the pipeline.
Develop and maintain a robust pipeline of qualified prospects that supports territory growth objectives and future revenue goals.
Conduct market research and competitive analysis to identify priority prospects, emerging opportunities, and relevant market trends.
Execute regular in-market prospecting, including planned market canvassing, face-to-face brokerage visits, networking, industry events, conferences, and scheduled prospect meetings.
Provide the RVP with market intelligence and prospect feedback to inform territory planning, market prioritization, and growth strategy.
Maintain accurate CRM records, prospect activity, next steps, and pipeline information to support visibility and forecasting.
Represent Corcoran professionally and effectively communicate the brand’s value proposition, growth strategy, and competitive differentiation.
Contribute to annual growth objectives through consistent outreach, qualified opportunity generation, relationship development, pipeline creation, and contribution to closed business.

QUALIFICATIONS

Education

Bachelor's degree preferred.

Experience

3+ years of sales, business development, franchise development, management consulting, or related experience.
Demonstrated success building pipeline through proactive outbound prospecting, including cold and warm calling, email, social outreach, networking, and in-person business development.
Real estate, franchise sales, brokerage operations, or related industry experience preferred.

Business Acumen

Ability to understand business opportunities, assess strategic fit, and identify growth potential.
Strong problem-solving, consultative selling, and qualification skills.

Communication Skills

Proven ability to lead compelling early-stage meetings and presentations both virtually and in person.
Strong relationship-building skills with the confidence and credibility to engage executive-level decision-makers.

Digital Literacy

Experience utilizing CRM platforms, Microsoft Office, and sales technology tools.

Other

Approximately 50–75% travel, including regular in-market prospecting and face-to-face business development.
Ability to work independently in a remote environment while maintaining a high level of outbound sales activity.
Residence within the assigned territory strongly preferred.