International Business Development Manager

About This Role The International Business Development Manager leads growth across assigned global markets by identifying and securing qualified master franchisees, area developers, and licensees capable of multi unit expansion. You will shape country entry strategies, manage complex commercial negotiations, and move opportunities from initial interest through signed License and Distribution Agreements. You will also guide new partners through first store opening and the first year of the relationship, helping strengthen unit performance, royalties, and long term network growth. This role partners closely with Legal, executive leadership, and cross functional teams and reports to the Director, Business Development. The preferred work location is Panama or the United States, with international travel up to 60 percent.

What You’ll Do

• Proactively source, evaluate, and secure well capitalized master franchisees, area developers, and licensees capable of multi unit growth

• Lead commercial negotiations and execute letters of intent and License and Distribution Agreements with Legal and executive leadership

• Analyze market data, competitors, regulations, demographics, and financial potential to prioritize countries and build entry strategies

• Manage the opportunity pipeline from initial outreach through approval, financing support, signing, site selection, and first store opening

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• Serve as the primary corporate liaison during each new partner’s first year and lead Monthly Performance Reviews

• Monitor store development, unit performance, compliance, and royalty growth while coordinating cross functional support

• Protect brand equity by identifying and addressing commercial, legal, financial, and operational risks.

Who You Are You are a global business development leader who builds trusted relationships and turns market opportunities into sustainable multi unit growth. You combine commercial judgment, financial and legal acumen, and cultural awareness to navigate complex international partnerships.

Required Skills

• Bachelor’s degree in business, marketing, or a related field
• 10 or more years of progressive international business development or global franchise sales experience within a major multi unit brand
• Proven success securing and closing international licensee or franchise opportunities
• Strong knowledge of retail operations, franchise models, capitalization, financing, and lease negotiations
• Understanding of international franchise regulations, cross border tax considerations, and currency and financial risk
• Professional fluency in English
• Ability to travel internationally up to 60 percent

Preferred Skills

• Master’s degree in business, marketing, or a related field
• Proficiency in Spanish or another major global language
• Established network of investors, real estate developers, and multi unit operators, preferably in Latin America

WORK AUTHORIZATION: This position is not eligible for employment visa sponsorship now or in the future.

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Compensation Details: $120000 -$150000 per year

Why should you join our team? We live our values - W.E.L.I.G.H.T (Winning, Excellence, Love, Integrity, Gratitude, Humility, and Teamwork). Gratitude. Humility. Love. You don’t often see values like these in most corporate statements, but Ace is different. These things are important to us. They represent our commitment to the company, our employees, to Ace retailers and to the Ace brand.

In addition to providing our employees a great culture, Ace also offers competitive benefits* that address life’s necessities and perks, many of which expand and improve year after year, including:

• Incentive opportunities, based on role/grade level (company growth over the past 5 years resulted in incentives being paid out at an average of 122% of your target opportunity!)

• Generous 401(k) retirement savings plan with a fully vested matching contribution the first year in addition to quarterly contributions and annual discretionary contribution (once eligibility requirements have been met). Over the past 5 years, company contributions (matching, quarterly & discretionary) for fully eligible employees have averaged 10% of total eligible compensation

• Comprehensive health coverage (medical, dental, vision and disability – up to 26 weeks short-term disability and long-term disability) & life insurance benefits for you and your dependents

• 21 days of vacation immediately available (prorated in the first year) and up to 6 paid holidays depending on the month of hire

• Company Car, phone and fuel card are provided for field-based positions

• Your career at Ace is more than just a job. It’s a chance to be part of something meaningful. We help locally-owned businesses thrive and make an impact in their communities – and we support our employees in doing the same by offering an annual Ace Cares Week, 20 hours off work per year to volunteer at an organization of your choice, opportunities to help Children’s Miracle Network Hospitals and the Ace Helpful Fund through the Ace Foundation

• Ace invests in every employee we hire, with a key focus on development and coaching. We offer on-site classes, facilitator-led courses, and a generous tuition assistance program, plus a performance management approach that goes beyond the typical annual review

• We know the work environment matters. That’s why Ace holds frequent campus events like Employee Appreciation Week, vendor demos, cookouts, and merchandise sales

• We bring them to you! Services such as mobile spas, auto maintenance, car wash and detailing, dry cleaning, dentists, eye doctors, flu shots, recycling and more!

• Employee discounts on Ace merchandise (including top brands like Weber, Traeger, Yeti, Craftsman, DeWalt and more), travel, fitness, computers and thousands more

• Birth/Adoption bonding paid time off

• Adoption cost reimbursement

• Employee Assistance Program (EAP) – access to free visits to therapists and lawyers, guidance on financial matters, elder and childcare, and assistance with tickets to entertainment events

• Identity theft protection

• Benefits are provided in compliance with applicable policies.

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We want to hear from you! When most people think of career opportunities with Ace Hardware, they often think of the helpful cashiers and sales associates at their local store. However, have you also considered the people behind the scenes who select, promote, ship and process the invoices for more than 75,000 products? Maybe you haven't, but we'd like you to. Because together we help our customers take care of their homes. Come find out why a career with the Ace Hardware Corporation is one of America's best kept secrets.

Equal Opportunity Employer Ace Hardware Corporation is committed to a policy of promoting equal employment opportunities. The company recognizes the importance of diversity and leveraging the skills and talents of all people to the mutual advantage of each individual and the organization. The company is committed to the prevention of employment discrimination related to race, religion, color, sex (including sexual harassment), gender identity, national origin, age, marital status, disability and military or veteran status, sexual orientation or any other action covered by federal or applicable state/local laws.

Disclaimer The pay range for this position starts as listed in the job posting, but could be higher based on education and experience. Please note, compensation decisions are dependent on the facts and circumstances of each opening. We take into consideration the minimum requirements outlined in the job description, such as an individual’s education, training and experience, the position’s work location, required travel (if any), and external market conditions when determining the final salary for potential new hires.

Be aware that salary estimates published via alternate online job boards may not be a true representation of the actual pay range offered for this position. Please refer to the Ace position description for the accurate starting pay range information and feel free to discuss this with a Talent Acquisition professional if you are chosen to move forward with an interview.

This written “Position Description” is not intended to cover all aspects of the position listed. It is meant to cover the basic/general essential job functions of a particular position. Ace Hardware Corporation reserves the right to change job duties, including essential job functions, according to business necessity.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.