Matt Cotter

Questioner
DISC Type : c

Head Of Operations at McMullen & Sons Ltd

Baldock, England, United Kingdom

Overview

Matt Cotter is the Head of Operations at McMullen & Sons Ltd, where he is responsible for a P&L of over £100m across 84 managed pubs. With a long history at the company, he has progressed from General Manager to his current leadership role. He holds an Advanced Management and Leadership certification.

He is dedicated to continuous learning and professional growth, recently participating in a program to share experiences and connect with other top professionals in his field. He values building a driven and high-performing team.

Unique fact: He successfully launched a non-smoking pub 18 months before the national ban, demonstrating a forward-thinking and innovative approach.

Personality Overview

Cautious & Analytical

Value Seeker

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Hospitality Leadership
He leads a team of six Operations Managers and focuses on creating a culture of growth and accountability within the company's managed pubs.
Business Growth
His role has full accountability for driving sustainable sales, with a focus on seeking new opportunities to increase turnover and profit.
Talent Recruitment
He considers recruiting great people and finding talented managers to be a key responsibility in his leadership positions.

Media Appearances

Matt has no verified media appearances

Work History

7-2017
Head Of Operations at McMullen & Sons Ltd
2-2011 - 7-2017
Area Manager at McMullen & Sons Ltd
8-2005 - 2-2011
General Manager at McMullen & Sons Ltd
9-2004 - 8-2005
General Manager at Marston's PLC
5-2003 - 8-2004
General Manager at Wizard Inns

Education

Matt has no verified education history

More Information

Social Presence :

Prographics :

Exp : 22 Location : Baldock, England, United Kingdom Job Level : Mid-senior Designation : Head Of Operations at McMullen & Sons Ltd
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Insights For Selling To Matt

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question
  • Back up any claims with data and numbers

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matt is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Matt

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Matt move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Matt take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Matt

Personality Compatibility


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