Job Purpose

The Director, Real Estate is responsible for leading, developing, directing, and coordinating Panera’s Real Estate initiatives and strategies for the expansion of bakery-cafes across all franchise partners, non-traditional partners, and Company development. This role ensures alignment with corporate growth objectives, brand integrity, and financial performance. The Director serves as the primary liaison for all franchise groups and non-traditional partners and leads a team of Real Estate Managers. They will assist in the overall market strategy for site selection/assessment, deal structuring, project execution, and portfolio optimization, including reinvestment planning, remodels, refreshes, relocations, and new development, across multiple U.S. states and Canadian provinces. The successful candidate will have a keen and up to date understanding of real estate trends and activities in their markets. They must have an executive presence, make fact-based decisions, and have the confidence to articulate them.

Location: Newton, MA moving to Weston, MA in July 2027

Duties & Responsibilities

• Develop and implement regional real estate strategies that support Panera’s expansion goals and franchisee success.
• Support and lead continuous market planning and Area Development Agreement (ADA) territory alignment with franchise partners that formulate, adjust, and implement a long-range Real Estate growth and portfolio management strategy, through regular check-ins, strategic reviews, and development alignment meetings.
• Lead Real Estate Managers through presenting new cafes and portfolio optimization recommendations to senior leadership, ensuring clarity, confidence, and alignment with strategic goals, using data-driven, financially sound analysis.
• Analyze market trends, demographics, and competitive landscapes to identify high-potential locations that align with and compliment the strategic market plan.
• Guide franchisees through site identification, LOI negotiations, lease negotiations, permitting, and development approvals.
• Oversee site pipeline health, ensuring timely movement through intake, design, and permitting.
• Review and approve site packages, budgets, and forecasts in collaboration with internal teams.
• Ensure consistency in standards and brand compliance across all franchise projects.
• Serve as the primary real estate contact for franchisees, fostering strong relationships and strategic alignment.
• Resolve escalations and provide tiered support for complex or high-impact projects.
• Advocate for franchisee needs while balancing Panera’s operational and brand priorities.
• Evaluate existing franchise locations for performance and recommend actions to optimize ROI. (e.g., relocation, remodel, closure), while partnering with Portfolio Management to support those actions.
• Monitor market trends and identify opportunities for strategic growth or repositioning.
• Provides leadership and direction to a core team of direct reports to complete deals and deliver comprehensive support to assigned franchise partners.
• Collaborate cross-functionally with Design, Construction, Legal, Finance, Operations, and Franchise Services.
• Maintain deep knowledge of local, state, and federal real estate regulations across all franchise territories.
• Build and maintain relationships with brokers, developers, municipalities, and other stakeholders.
• Champion use of tools like FranConnect and Sitewise.
• Identify and implement automation opportunities to streamline approvals, notifications, and data sharing.
• Monitor KPIs and pipeline metrics to drive continuous improvement.
• Ensure timely and budget-conscious delivery of new sites, relocations, and reinvestment.
• Support the development of Panera’s design and concept objectives.

Qualifications (Education & Experience)

• A bachelor’s degree is required; a master’s degree in business administration is desired.
• Have a minimum of 10+ years in a senior real estate function within a best in class, small box retailer, preferably a fast casual restaurant concept with drive thru.
• Be a highly promotable executive who will play a key role in the organization.
• Have experience balancing analytical process to site selection with architectural and design considerations.
• Possess executive presence with finely developed communication skills enabling coherent and cogent presentations to the Company’s senior leadership, franchise partners, external partners, and reports.
• Have broad and deep knowledge of all key areas of retail real estate including real estate development, site layout, site selection, project management, construction, facilities management, capital budgeting, acquisitions, and disposition.
• Be a strong and effective leader that has a proven history of invigorating Real Estate teams as well as the ability to win over and build consensus with franchise partners and corporate executives.
• Exhibit an executive presence with finely developed communication skills enabling coherent and cogent presentations across all spectrums, within and outside the Company.
• Be able to provide leadership, build consensus, and make time sensitive, fact-based decisions that are quickly implemented.
• Possess significant knowledge of new cafe and reinvestment project management, including estimates, contract negotiations, permitting and review board hearings, build-out, and lease negotiation.
• Possess knowledge of construction costs and related market trends.

Personal Qualifications

The successful candidate will:

• Be an innovative and strategic thinker that is detail and relationship oriented.
• Be a high-energy, creative, flexible, purposeful, self-starting leader who is capable of quickly taking control of the department.
• Be a great communicator who will quickly develop credibility and rapport with the team and cross-functional partners.
• Utilize FACT-BASED COMMUNICATION skills with an ability to present complex data and problems in a concise, simplified, and effective manner to large audiences (internal and external).
• Provider of CLARITY via excellent written and verbal communication skills.
• Take ownership and pride in growing the retail business.
• Be a leader, mentor, and trainer to his/her organization; a collaborator who is eager to contribute to all functional areas of the company.
• Be ambitious, initiative-taking, and willing to do whatever it takes to contribute to the Company’s continued success.
• Work tirelessly to foster a collaborative work environment, keep the team focused on the strategy, and able to manage and resolve conflicts.
• Have excellent planning and organizational skills and demonstrate strong presentation skills.
• Customer service approach with ability to be HIGHLY RESPONSIVE to sensitive issues, complex inquiries, and concerns from both Field-Based and Corporate-Based associates and leadership.
• Strong BIAS TOWARDS ACTION through effective project and process management.

Working Conditions

• 40% travel.

Physical Requirements

• While performing this job, the incumbent is regularly required to stand, sit, talk, hear, & use hands and fingers to operate keyboards.

Direct Reports

• This position will lead a team.

Competitive Pay $207,723 - $236,804 annually

The actual pay offered will be determined by multiple factors, including but not limited to the candidate’s relevant experience, job-related knowledge, skills, and geographical location. Individual compensation decisions are dependent upon the facts and circumstances of each position and candidate.