Head of Franchise Sales (Retail)

Head of Franchise Sales (Retail) Salary: Competitive and based on experience Location: Jakarta Keywords: collaborative leadership, consultative selling, franchise growth, lead generation, pipeline management, team development, investment sales, commercial judgement, integrity, inclusive workplace

A leading fitness and wellness organisation in Indonesia is seeking a Head of Franchise Sales to drive the expansion of its franchise network across the country. This pivotal role offers you the opportunity to own the entire franchise growth engine, from building lead generation systems to closing high-value deals with both owner-operators and investors. You will be empowered to shape strategies, manage a dedicated team, and deliver a predictable pipeline of new clubs, all while enjoying a supportive environment that values collaboration, integrity, and professional development. The organisation provides a competitive compensation package, including commission on signed agreements, comprehensive health and employment benefits, festive allowances, complimentary club membership, and coverage for work-related travel. If you are passionate about nurturing relationships, guiding major investment decisions, and contributing to Indonesia’s fitness landscape, this is your chance to make a lasting impact.

• You will have full ownership of the franchise sales process, from designing lead generation strategies to converting qualified leads into signed agreements and ensuring a steady flow of new clubs across Indonesia.
• The role offers significant autonomy and responsibility, allowing you to build systems from scratch, collaborate closely with marketing and operations teams, and develop your own sales team for maximum effectiveness.
• Enjoy a generous benefits package including health insurance, employment protection, festive bonuses, complimentary club membership, and covered travel expenses for business meetings and events.

What you'll do:

As Head of Franchise Sales you will play a central role in expanding the organisation’s footprint throughout Indonesia. Your day-to-day responsibilities will involve designing innovative lead generation strategies that reach both domestic and international buyers. You will guide marketing efforts to produce compelling materials for potential investors while tracking performance metrics to ensure budget efficiency. Managing every stage of the sales funnel—from initial contact through qualification meetings to final agreement signing—you will uphold rigorous standards for speed-to-lead and follow-up. Maintaining an accurate CRM system is essential for transparency and accountability. You will also qualify prospects carefully before committing resources and structure deals that suit various buyer profiles. Working closely with freelance agents under established frameworks ensures smooth external partnerships. In addition to overseeing site acquisition activities led by your Site Development Manager—including location vetting and lease negotiations—you will coach your team towards achieving their targets. Weekly reporting keeps stakeholders informed about progress while seamless handovers guarantee operational success post-signing. Your consultative approach will help investors understand unit economics and risk profiles clearly so they can make confident long-term decisions.

• Design and launch comprehensive lead generation systems targeting local owner-operators, local investors, international owner-operators, and international investors through digital campaigns, franchise expos, referral networks, business associations, family offices, and member-to-investor conversion channels.
• Build outreach initiatives for foreign investors interested in Indonesia by engaging expatriate business owners and international companies already operating within the country.
• Direct the marketing team on franchise lead generation priorities by providing campaign briefs and developing investor-grade materials such as prospectuses, unit economics analyses, whitespace studies, and case studies.
• Track cost per lead and cost per signed deal by channel; reallocate budgets based on conversion data to optimise results.
• Own every stage of the sales funnel including lead capture, qualification, discovery meetings, site visits, financial reviews, applications, approvals with regional partners, legal coordination for agreements, and final signing.
• Set speed-to-lead standards and enforce rigorous follow-up protocols so that no qualified lead goes uncontacted or unfollowed.
• Maintain an auditable CRM system as the single source of truth for all leads and deals; ensure completeness and accuracy of records at every stage.
• Qualify investors based on capital availability, relevant experience, commitment level and brand fit before allocating team resources.
• Structure deal options tailored to buyer types including owner-operated franchises, investor-funded clubs managed by the company or third parties, as well as multi-unit development opportunities.
• Coordinate with freelance agents according to established commission frameworks; manage agent relationships in line with company policies.
• Direct the Site Development Manager in identifying prime locations that meet brand standards; maintain a pipeline of pre-vetted sites ready for matching with incoming investors.
• Lead lease negotiations with landlords alongside legal and operations teams to secure optimal terms for new club locations.
• Coach and set targets for direct reports (Site Development Manager and Sales Admin); define clear processes so that functions do not depend solely on individual relationships.
• Report weekly on pipeline status including conversion rates by stage; prepare detailed franchise sales reporting for regional partners; hand over signed franchisees to operations for club build-out while staying engaged until opening.

What you bring:

To excel as Head of Franchise Sales you bring substantial experience in B2B environments where relationship-building is key—especially within franchise sales or other high-value investment contexts. Your proven ability to close large deals demonstrates trustworthiness when guiding clients through major capital decisions. You are adept at constructing lead generation systems from scratch using data-driven insights rather than relying on inherited contacts. Leadership skills enable you to coach direct reports effectively while maintaining collaborative relationships across departments like marketing & operations. Fluency in Bahasa Indonesia & English allows seamless communication with both local & international stakeholders. Ideally you possess familiarity with international franchise brands operating in Indonesia plus an established network among HNWIs & property developers which accelerates sourcing quality leads. Understanding PT PMA structures & commercial leasing/site selection processes further strengthens your candidacy especially if combined with sector-specific knowledge from fitness/wellness/F&B/retail franchising.

• Bachelor’s degree in Business Administration, Management, Finance, Marketing or related field is required for this position.
• At least five years’ experience in B2B sales with two years specifically in franchise sales or similar high-ticket investment sales such as commercial real estate or business development roles involving long-cycle transactions.
• Proven track record of closing high-value deals (USD 100,000 or more) with individual investors or business owners demonstrating your ability to nurture relationships through complex negotiations.
• Experience building lead generation functions or sales funnels from scratch rather than inheriting existing pipelines; you are comfortable starting from zero.
• Leadership experience managing small teams within sales or business development environments; you know how to coach others towards shared goals.
• Strong command of CRM systems including funnel metrics tracking; you treat data discipline as non-negotiable for reporting accuracy.
• Fluency in Bahasa Indonesia and English (spoken & written) is essential for communicating effectively with diverse stakeholders locally & internationally.
• Preferred: Experience working with international franchise brands in Indonesia gives you valuable insight into market dynamics & regulatory requirements.
• Preferred: An existing network among high-net-worth individuals (HNWIs), family offices or property developers enhances your ability to source quality leads quickly.
• Preferred: Familiarity with foreign investor structures (PT PMA), commercial leasing/site selection processes & background in fitness/wellness/F&B/retail franchising adds depth to your expertise.

What sets this company apart:

This organisation stands out as one of Indonesia’s most respected names in fitness franchising—offering unparalleled opportunities for personal growth within a supportive culture that values collaboration over competition. The company fosters an inclusive environment where integrity matters deeply—ensuring all client relationships remain within the organisation while encouraging transparent reporting practices. With strong backing from regional partners & access to cutting-edge resources you’ll find yourself empowered not only professionally but personally as part of a community committed to making fitness accessible nationwide. The focus on teamwork means your contributions are recognised & celebrated—making this an ideal place for those who value connection & mutual support above all else.

What's next:

If you are ready to take ownership of Indonesia’s franchise expansion journey while enjoying meaningful benefits & supportive leadership apply now!

Apply today by clicking on the link provided.

Due to the high volume of applications we are experiencing, our team will only be in touch with you if your application is shortlisted.