The Role Of The Business Developmentmanager/Area Manager
Mark S. Elliott has spent 25 years working in various management roles within the tenanted and leased divisions of the UK's largest breweries and pub companies. His extensive knowledge and day-to-day involvement with pubs and publicans make him well qualified to know what is required to run a successful pub. He shares his knowledge and many 'insider tips' with you in this book. Mark is based in Cockermouth, Cumbria.
THE ROLE OF THE BUSINESS DEVELOPMENT
MANAGER/AREA MANAGER
The role of a Business Development Manager/Area Manger is to maximise sales, and the profit and return on investment for the brewery or pub company, from the pubs that he is responsible for. They will typically have between 40 and 60 pubs under their control which they would be expected to visit on a 4–8 week cycle. The more pubs they have, the less time they have available to support licensees and deal with issues at the pubs.
Along with their responsibility to recruit new licensees, their other duties include:
- setting rents;
- forecasting and budgeting;
- preparing business plans;
- dealing with repair issues;
- handling licensing issues;
- capital development;
- marketing and promotions;
- providing business advice;
- enforcing the tie;
- credit control;
- training and coaching;
- selling new products.
Because of their wide-ranging responsibilities, there is often a great deal of pressure to fill vacancies quickly. A vacancy is often regarded as a problem that needs to be fixed as soon as possible. Presenting yourself as a means of solving this problem is the key to being successful in the recruitment process.
