Chain Restaurant Executive Compensation

Transcription

1 Chain Restaurant Executive Compensation 2011 Job model Hay Group is ready to assist you at (800) 716-4HAY. Copyright, 2011, Hay Group

2 Notice Hay Group assures the confidentiality of all proprietary data. The protection of client data is a fundamental business principle for Hay Group. Hay Group's policies regarding the protection and use of all compensation data submitted to its surveys assure that no company's individual data are divulged or interpreted by any other company. Confidentiality safeguards include suppression of statistical results when sample size is insufficient or in cases where qualitative judgment suggests that data are so dispersed that outlying data might be revealed.

3 Table of Contents Chief Executive Officer (Corporate) Top Executive... 1 Chief Executive Officer (Subsidiary, Group, or Concept) Top Executive... 1 Chief Operating Officer (Corporate) Top Executive... 1 Chief Operating Officer (Subsidiary, Group, or Concept) Top Executive... 1 Head of International Top Executive... 1 Head of Restaurant (Corporate) Top Executive... 1 Head of Restaurant (Subsidiary, Group, or Concept) Top Executive... 1 Head of Administration Top Executive... 1 Chief Administrative Officer Top Executive... 2 Head of Strategic Planning Top Executive... 2 Divisional Head of Multi-unit Manager III Multi-unit Manager II Multi-unit Manager I Restaurant/Unit Manager Assistant Manager/First Assistant Assistant Manager/Second Assistant Restaurant/Unit Manager Trainee Kitchen Manager Catering Manager New Restaurant Opening Team Leader Franchise Business Development Director Franchise... 3 Franchise Representative Franchise... 3 Franchise Sales Manager Franchise... 4 Head of Franchise (Corporate) Franchise... 4 Head of Franchise (Subsidiary, Group, or Concept) Franchise... 4 Head of Franchise Sales Franchise... 4 Chief Financial Officer (Corporate) Chief Financial Officer (Subsidiary, Group, or Concept) Controller (Corporate) Controller (Subsidiary, Group, or Concept) Regional Controller Treasurer Head of Financial Planning and Analysis Head of Tax Head of Internal Audit Head of Risk Management Payroll Manager Head of (Corporate) Head of (Subsidiary, Group or Concept) Field Director/Manager Generalist Head of Compensation and Benefits Head of Compensation Head of Benefits Compensation Manager Benefits Manager Head of Employment/Staffing Employment/Staffing Manager Restaurant Management Recruiter Head of Training and Development (Corporate) Head of Training and Development (Subsidiary, Group, or Concept) Head of Field Training (Corporate) Head of Field Training (Subsidiary, Group, or Concept) Field Training Manager HRIS Manager Head of Security Head of Diversity NEW POSITION: Management Training Specialist Head of Information Technology Information Systems... 8 Confidential and Proprietary i haygroup.com

4 Systems and Programming Manager Information Systems... 8 IT Manager Information Systems... 8 Manager of Point-of-Sale Systems Information Systems... 8 POS Field Trainer Information Systems... 8 Head of Legal (Corporate) Legal... 8 Head of Legal (Subsidiary, Group, Concept) Legal... 8 Senior Attorney Legal... 9 Head of (Corporate) Head of (Subsidiary, Group, or Concept) Head of Field (Corporate) Head of Field (Subsidiary, Group, or Concept) Field Manager Head of Advertising (Corporate) Head of Advertising (Subsidiary, Group, or Concept) Head of Market Research Head of Sales Promotions Head of Product Consumer Listening Manager Brand Licensing Director NEW POSITION: Brand Standards Manager Head of Development (Corporate) Head of Development (Subsidiary, Group, or Concept) Head of Real Estate Real Estate Manager Real Estate Representative Head of Facilities Maintenance (Corporate) Head of Facilities Maintenance (Subsidiary, Group, or Concept) Maintenance Manager Restaurant Site Selector Head of Construction (Corporate) Head of Construction (Subsidiary, Group, or Concept) Construction Manager Construction Project Manager Head of Architecture Head of Public Relations Public Relations Head of Internal/External Communications Public Relations Head of Logistics Supply Chain Head of Purchasing (Corporate) Supply Chain Head of Purchasing (Subsidiary, Group, or Concept) Supply Chain Purchasing Manager/Buyer Supply Chain Distribution Center/Commissary/Warehouse Manager Supply Chain NEW POSITION: Manager Logistics Supply Chain NEW POSITION: Manager Purchasing Supply Chain Head of Product Research and Development (Corporate) Quality Control/R&D Head of Product Research and Development (Subsidiary, Group, or Concept) Quality Control/R&D Product Research and Development Manager Quality Control/R&D Executive Chef Quality Control/R&D Supervisor Test Kitchen Quality Control/R&D Head of Quality Control Quality Control/R&D Quality Inspector Quality Control/R&D Food and Safety Field Manager Quality Control/R&D NEW POSITION: Product Development Specialist Quality Control/R&D Sous Chef Restaurant General POS Support Specialist Restaurant General NEW POSITION: Buyer Restaurant General Confidential and Proprietary ii haygroup.com

5 EXECUTIVE MANAGEMENT Chief Executive Officer (Corporate) Top Executive Has ultimate responsibility for all aspects of the company s business and is accountable only to the Board of Directors. Establishes current and long-range operating objectives. Represents company to major franchises, the financial community and the general public. This position is the highest active position within the organization. Chief Executive Officer (Subsidiary, Group, or Concept) Top Executive Has responsibility for all aspects of a subsidiary, group, or concept and is accountable for the company s performance to the management of the parent company. Establishes current and longrange operating objectives. Represents the organization to major franchises, the financial community and the general public. This position is the highest active position within a restaurant subsidiary, group, or concept owned by a parent company. Chief Operating Officer (Corporate) Top Executive Accountable for the effective management and profitable growth of the organization and supports the Chief Executive Officer in the development and realization of overall company objectives. May also have responsibility for franchise operations. This position manages the line functions and may also be accountable for staff functions. Chief Operating Officer (Subsidiary, Group, or Concept) Top Executive Accountable for the effective management and profitable growth of assigned operating business and supports the Subsidiary, Group, or Concept Level Chief Executive Officer in the development and realization of overall company objectives. May also have responsibility for franchise operations. This position manages the line functions and may also be accountable for staff functions. Head of International Top Executive Has responsibility for the overall results of the company s operations outside of the United States. Establishes current and long-range operations objectives, subject to approval of Chief Executive Officer. Represents the organization internationally to major franchisees, the financial community and general public. Head of Restaurant (Corporate) Top Executive Has responsibility for overall results of all company-owned restaurant operations. May also have responsibility for franchise operations. Establishes operations plans and policies, subject to approval of Chief Executive Officer. This position does not have responsibility for staff functions. Head of Restaurant (Subsidiary, Group, or Concept) Top Executive Has responsibility for overall results of all company-owned restaurant operations for the subsidiary, group, or concept. May also have responsibility for franchise operations. Establishes operations plans and policies, subject to approval of the Subsidiary, Group or Concept Chief Executive Officer. This position does not have responsibility for staff functions. Head of Administration Top Executive Manages operational projects and is responsible for the establishment and implementation of field procedures and policies. Directs, oversees, and coordinates the content and delivery of all field communication, training, and informational materials. Serves as primary contact and liaison between field and all Home Office functions. Confidential and Proprietary 1 haygroup.com

6 Chief Administrative Officer Top Executive Has responsibility for planning and directing all or essentially all major corporate staff functions in support of line operations. Specific responsibilities may include supervision of finance and accounting, treasury, information systems, corporate strategic planning and development, human resources, facilities management, central purchasing, internal consulting, and/or public/community/stockholder relations. Head of Strategic Planning Top Executive Accountable for the development of the corporate business plan, including consolidation of various division and subsidiary plans, integration with overall corporate strategic objectives, evaluation and recommendation of acquisitions, divestitures and joint ventures, and analysis of resource allocation. Divisional Head of Has responsibility for overall results for a major geographic area of company-owned restaurants directly below the level of Chief Operating Officer. May also have responsibility for franchise operations. Establishes operating plans and policies subject to approval of the Chief Operating Officer. Responsible for the implementation of staff (human resources, financial, etc.) policies but is generally not accountable for their formulation. Supervises other positions with multi-unit responsibility. Multi-unit Manager III Where this position exists, it represents an additional level of management between Multi-unit Manager II and the Divisional Head(s) of. Duties are similar to those of Multi-unit Manager II. This position will oversee the operation of a number of company-owned restaurants in a geographically or otherwise defined area through the direct supervision of Multi-unit Manager II s to ensure compliance with applicable business unit policies, practices and objectives. Will typically report to the Divisional Head(s) of or the organizations next highest level of field management. Multi-unit Manager II Oversees the operation of a number of company-owned restaurants in a geographically or otherwise defined area though the direct supervision of Multi-unit Manager I s to ensure compliance with applicable business unit policies, practices and objectives. May participate in the development of marketing policy for the region. May direct and/or assist professional marketing personnel in the implementation of sales promotion, advertising and market research programs. Will typically report to a Multi-unit Manager III, where applicable, or to the Divisional Head(s) of in smaller sized concepts. Multi-unit Manager I Directs the operation of a number of company-owned restaurants in a geographically or otherwise defined area. Directly manages Restaurant Managers to ensure compliance with applicable business unit policies, practices and objectives. May participate in the development of marketing policy for the region. May direct and/or assist professional marketing personnel in the implementation of sales promotion, advertising and market research programs. Will typically report to a Multi-unit Manager II, where applicable, or to the Divisional Head(s) of in smaller sized concepts. Restaurant/Unit Manager Has responsibility for directing the daily operations of a single restaurant. Operates in accordance with prescribed policies and practices. Recruits and trains staff. Ensures compliance with standards for customer relations, food costs, labor costs, safety, sanitation and product preparation. May participate in image-building activities within local community. As highest management position within unit, is accountable for the unit and its operations at all times, whether physically present or not. Incumbents who are responsible for more than one concept within a single unit, such as the manager of a hamburger restaurant that also sells cookies or tacos from another concept, should be matched to this position not to Multi-Unit Manager. Confidential and Proprietary 2 haygroup.com

7 Assistant Manager/First Assistant Performs basically the same duties as the restaurant manager, except is only accountable for unit when physically present. Less company experience than required for the restaurant manager s position, but must be fully capable of running unit. May manage unit during low- or high-volume periods, opening and closing hours, etc. Assumes overall responsibility for operation of unit in manager s absence. Where organization design specifies two or more distinct levels of assistant manager within a unit, this position represents the highest level. Assistant Manager/Second Assistant Has the same responsibility as the first assistant manager, but less experience. Generally manages the unit only during low-volume periods i.e., opening and closing hours. Where organization design specifies two or more distinct levels of assistant manager within a unit, this position represents the lowest level. Restaurant/Unit Manager Trainee Entry-level position in the restaurant management hierarchy. Incumbent is engaged in a training program which upon satisfactory conclusion will result in promotion to one of the management positions within a unit. Program may be either formal or informal, but typically will involve a combination of inrestaurant and classroom training. Time in this position is of limited duration, seldom extending more than three months. Kitchen Manager Directs the activities of the production department in accordance with specifications and procedures. Plans and schedules daily food production in relation to anticipated demand. Ensures food quality, portion control and production cost control. Recruits and trains all back-of-the-house hourly employees. Is often responsible for controlling food inventory, maintenance of kitchen equipment, sanitation and housekeeping. Catering Manager Accountable for catering and meeting sales through established relationships with local companies and meeting planners. Develops sales strategy and develops business plan and tactics to support strategy. Coordinates execution of events and banquets and researches and evaluates local companies to identify specific target audiences for catering opportunities. Manages the design and set-up of events with management and store staff. New Restaurant Opening Team Leader Responsible for ensuring that a new store is set-up and organized by the opening deadline. Supervises the initial set-up of equipment and supplies and contacts vendors to establish accounts. Supports the store management staff with hiring, training, ordering, and scheduling, as well as achievement of company standards. Supervises the trainers and training of new hires during the opening process. Franchise Business Development Director Franchise Directs the activities of franchise capital expansion and franchise development. Responsible for the identification and acquisition of restaurant sites for the business unit's growth plans and for the design and construction of restaurant buildings on these sites. Responsible for sourcing and selecting franchisees to meet franchise development plans. Franchise Representative Franchise Maintains ongoing liaison between the company and franchises within area of responsibility. Provides counsel and advice to licensees in all aspects of their restaurant operations, including food cost control, labor cost control, expense control, safety, sanitation, product quality control, training, customer relations, etc. In general seeks to ensure that franchise operations are conducted in such a manner as to reflect favorably on the company and to protect its trademark rights. Confidential and Proprietary 3 haygroup.com

8 Franchise Sales Manager Franchise Has responsibility for recruiting franchises to meet the company s needs. Researches and develops effective methods for attracting highly-qualified new franchisee prospects. Qualifies franchisees for new restaurant operator and multi-restaurant operator opportunities. Reviews applications, conducts preliminary screening interviews and evaluates candidates to determine whether to continue to the approval process. Provides an inventory of approved new franchisees sufficient to meet current and future growth objectives as established by the company. Head of Franchise (Corporate) Franchise Oversees the operation of all franchised restaurants and the expansion of franchise operations through the sales of franchises. Within the context of overall company plans and operating philosophies, develops and directs the implementation of a franchise profit plan. Responsible for communicating company policies to, and maintaining harmonious relations with franchises, and evaluating the suitability of prospective expansion opportunities. Head of Franchise (Subsidiary, Group, or Concept) Franchise Oversees the operation of a subsidiary, group, or concept's franchised restaurants and the expansion of franchise operations through the sales of franchises. Within the context of overall company plans and operating philosophies, develops and directs the implementation of a franchise profit plan for a division. Responsible for communicating company policies to, and maintaining harmonious relations with franchises, and evaluating the suitability of prospective expansion opportunities for a division. Generally reports to the Head of Franchise. Head of Franchise Sales Franchise Responsible for the supervision of sales administration, area contractual agreements and other related licensee development matters. Trains and directs activities of the field sales force. Coordinates approval for licenses with finance, operations, construction and other departments. Responsible for the negotiation of exclusive area contracts, including renegotiations of existing license agreements. May personally administer a few key licenses. Coordinates site selection procedures and other factors of franchise growth to achieve development consistent with long-range organization goals. Chief Financial Officer (Corporate) Has responsibility for the organization's financial planning and control functions, usually including financial analysis, treasury, accounting, budgeting and tax planning. Formulates and establishes the organization's financial policies, subject to the Chief Executive Officer s approval. Represents the organization in the financial community. Chief Financial Officer (Subsidiary, Group, or Concept) Has responsibility for the subsidiary, group, or concept's financial planning and control functions, usually including accounting, budgeting, financial analysis, credit, collection, and local tax functions. Provides financial guidance and advice to division management consistent with overall financial policy. Controller (Corporate) Has overall responsibility for the maintenance of the organization's financial reporting and control systems. Recommends and implements appropriate systems and procedures. Directs the development, analysis and interpretation of accounting-related information in order to apprise management of operating results in terms of costs, budgets, profit opportunities and policies of operation's trends. Confidential and Proprietary 4 haygroup.com

9 Controller (Subsidiary, Group, or Concept) Has responsibility for the maintenance of the financial reporting and control systems for the subsidiary, group, or concept. Recommends and implements appropriate systems and procedures. Directs the development, analysis and interpretation of accounting-related information in order to apprise management of operating results in terms of costs, budgets, profit opportunities and policies of operations trends. Where the controllership function has been decentralized into operating units, provides functional direction/control to divisional accounting employees. Regional Controller Has controllership, financial planning, reporting and accounting responsibilities for field operations (e.g., region, zone) in accordance with established objectives. This position may have subordinate managers and/or analyst/accountants reporting to it. Treasurer Has responsibility for corporate treasury activities which include the management and custody of funds or other financial assets and overseeing the banking, cash management, credit and possibly the insurance function of the company. Head of Financial Planning and Analysis Responsible for the forecasting, financial planning, analysis and reporting functions of the organization including developing and refining business plans and comprehensive monthly forecasts. Monitors and analyzes actual against budget and projection, and directs the analysis of issues impacting real sales growth and margins. Assures optimum utilization of financial resources through sound forecasting and financial controls. Head of Tax Has overall responsibility for the development of the organization's tax strategy and administering tax affairs to ensure that they are in compliance with federal, state and local and/or foreign tax laws. Responsible for filing all tax returns required of the organization. Also responsible for tax research. Head of Internal Audit Has responsibility for the development and administration of the audit program, which independently appraises all accounting, financial and managerial operational control systems. Summarizes findings and applicable recommendations for presentation to management. Head of Risk Management Has primary responsibility for corporate insurance coverage, including public liability, property and casualty, worker s compensation and automobile. Accountable for monitoring claims experience and developing loss prevention programs. Payroll Manager Manages the preparation of wage and salary payroll, including functions such as computing and making extensions and deductions. Responsible for distributing payrolls and compiling periodic and special payroll reports. Establishes record keeping and control systems to comply with external legal and regulatory requirements to provide internal safeguards. May coordinate system's needs with the Information Technology staff. Head of (Corporate) Has overall company responsibility for the organization's policy formulation and policy implementation for activities such as labor relations, compensation, benefits, selection, placement, training, and/or organizational development. Confidential and Proprietary 5 haygroup.com

10 Head of (Subsidiary, Group or Concept) Has primary responsibility for human resource activities within a concept/brand. Has implementation responsibility for activities such as labor relations, compensation, benefits, selection, placement, training, and/or organizational development. Typically is the first management level above the Field Manager and reports to, or has a dotted line responsibility to the Head of Human Resources. Field Director/Manager Has responsibility for facilitating and directing the implementation of human resource policies in the field. This position represents the primary day-to-day contact that store-level managers and employees have with the human resource function. The job typically reports to a Multi-Unit Manager or the Head of. Generalist Under the direct supervision of the Head of, has primary responsibility for several, but not all, human resource functions of the organization; would not be viewed as a specialist in any one function. Head of Compensation and Benefits Has primary responsibility for the establishment and implementation of all benefit and compensation programs to ensure equity, competitiveness, affordability and statutory compliance. May also be responsible for related functions such as HRIS and/or records management. Head of Compensation Directs the development and implementation of plans and programs for employee compensation that provide a competitive level of remuneration and motivation for all employees. May provide automated human resource information services in support of department programs and requirements. Head of Benefits Directs the development and implementation of plans and programs for employee benefits that provide a competitive level of benefits and motivation for all employees, including retirees. May provide automated human resource information services in support of department programs and requirements. Compensation Manager Has responsibility for implementing plans and procedures used in carrying out company policy with respect to cash and noncash compensation. Interprets and analyzes competitive information in order to recommend appropriate policy changes. Generally accountable for wage/salary administration, job evaluations, wage/salary surveys and incentive plans. Benefits Manager Has responsibility for the implementation and administration of employee benefit programs. Maintains accurate reports and records on all employee benefits. Generally accountable for group insurance, retirement, profit sharing and related plans. Head of Employment/Staffing Has responsibility for the strategic direction and implementation of the recruiting, selection and staffing programs for the company. May be in charge of human resource planning as applied to maximizing recruiting and selection efficiency. Generally accountable for all staffing, including professional, managerial, administrative and support personnel. Subordinate recruiters may report to this position. Employment/Staffing Manager Has responsibility for the implementation of recruiting, selection and staffing programs for the company. May be in charge of human resource planning as applied to maximizing recruiting and selection efficiency. Generally in charge of all staffing, including professional, managerial, administrative and support personnel. Subordinate recruiters may report to this position. Confidential and Proprietary 6 haygroup.com

11 Restaurant Management Recruiter Has responsibility for restaurant management recruiting. Assists in the forecasting of human resource needs that are necessary to maintain current management staffing levels and meet the demands of projected growth. Sources, screens, and interviews to pre-qualify the management applicant and ensure they meet the human resource objectives in the most cost-effective manner. Assists management with interview process for Multi-Unit level positions as requested. Head of Training and Development (Corporate) Develops and implements programs to improve the competence and effectiveness of all human resources. Provides overall guidance to training and development activities throughout the company. Focus is mainly on programs that are common to employees at all locations or oriented to higher level management. Serves as a technical resource to local training managers and provides coordination where appropriate. Head of Training and Development (Subsidiary, Group, or Concept) Develops and implements programs to improve the competence and effectiveness of a subsidiary, group, or concept's human resources. Provides overall guidance to training and development activities throughout a division. Focus is mainly on programs that are common to employees at local locations or oriented to higher level management. Serves as a technical resource to local training managers and provides coordination where appropriate. Generally reports to the Head of Training and Development. Head of Field Training (Corporate) Has responsibility for the development and implementation of training programs designed to provide restaurant management trainees with the basic skills and knowledge necessary to operate a restaurant. Analyzes training needs, develops programs, administers established programs, and directs preparation of supportive training materials. Usually participates in the instruction process, but such participation is generally a minor aspect of total job responsibility. Head of Field Training (Subsidiary, Group, or Concept) Has responsibility within a subsidiary, group, or concept level for the development and implementation of training programs designed to provide local restaurant management trainees with the basic skills and knowledge necessary to operate a restaurant. Analyzes training needs, develops programs, administers established programs, and directs preparation of supportive training materials for a division. Usually participates in the instruction process, but such participation is generally a minor aspect of total job responsibility. Generally reports to the Head of Field Training. Field Training Manager Has responsibility for operations training activities within an operating division/region. This position, which frequently is the primary contact field personnel have with the training function, is usually responsible for implementing plans, programs, materials, etc., developed by the corporate training department, although the job has limited accountability for developing local programs to meet unique situations. HRIS Manager Directs the ongoing administration of the human resources information system. Supervises testing, maintenance and processing of employee records. Develops recurring or special reports as requested. Serves as a liaison with the information services staff regarding technical issues. Head of Security Develops and recommends cost-effective programs, policies, and procedures to ensure the best possible protection of company personnel and assets from internal and external criminal activities. Interprets security policies and intervenes in investigations as required. Reviews and analyzes loss trends and reporting programs. Confidential and Proprietary 7 haygroup.com

12 Head of Diversity Develops, implements, and monitors policies and programs regarding diversity and equal employment opportunity (EEO), to ensure company wide awareness, compliance, and the successful integration of diversity concepts and culture. NEW POSITION: Management Training Specialist Creates and facilitates customized management training and development programs to build knowledge, skills, and abilities of managers. Looks for opportunities to use training to develop growth in business units, teams, and individuals. Finds appropriate ways to evaluate training programs. Uses organization's feedback to identify needs and alter training programs to meet new needs. Evaluates managers in their environment to create action plans, follows up to ensure implementation. Designs and maintains up-to-date training and development tools, while looking for ways to incorporate new technology and outside materials into trainings. Head of Information Technology Information Systems Has responsibility for the overall activities of the organization's information technology function, including systems analysis, programming and computer/auxiliary equipment operations. Consults with, advises and coordinates between IT staff and other departments as necessary for the proper integration and coordination of the functions and activities assigned. Systems and Programming Manager Information Systems Plans, organizes and controls the activities of the systems analysis and programming section in establishing and implementing new or revised systems and programs. Responsible for feasibility studies, system design and programming. Assigns personnel to various projects and directs their activities. IT Manager Information Systems Plans, organizes and controls the activities of the operations section in the operation of computer and the peripheral data processing equipment. Establishes detailed schedules for the utilization of all equipment in the section to obtain the most efficient usage. Assigns personnel to various operations and instructs them when necessary so that they are trained to perform assigned duties in accordance with established methods and procedures. Manager of Point-of-Sale Systems Information Systems Develops, maintains, monitors and controls the system of two-way telecommunications between central computers and each of the point-of-sale terminal in the units. Ensures the timely and proper installation of all POS terminals and may conduct training programs to provide understanding of POS usage to field management. POS Field Trainer Information Systems Is responsible for the installation and maintenance of point-of-sale equipment, both hardware and software, and properly training both management and hourly unit staff for the most efficient utilization of the system. This job usually reports to the Manager of Point-of-Sale Systems. Head of Legal (Corporate) Legal Accountable for all the legal affairs of the organization, including internal and external legal counsel and guidance in any areas required to ensure maximum protection of the organization's legal rights. May assist with franchise litigation and/or act as the Corporate Secretary. Head of Legal (Subsidiary, Group, Concept) Legal Provides legal counsel and guidance in the ordinary and special activities of the subsidiary, group, or concept to ensure maximum protection of the corporation s legal rights and to maintain its operation within the limits prescribed by law. Directs the defense of the unit against suits or claims and prosecutes the unit s claims against others. May assist with franchisee litigation. Confidential and Proprietary 8 haygroup.com

13 Senior Attorney Legal Prepares and negotiates various contracts, agreements, and/or litigation for the company. Advises and assists the Development,,,, and/or Departments regarding legal matters. Manages outside legal counsel regarding lawsuits to protect the legal position of the Company while fostering the business objectives made by management. Usually reports to the Head of Law. Head of (Corporate) Has responsibility for directing and controlling the organization's marketing activities. Formulates and establishes marketing policies and plans. Where franchisees contribute financial support to the organization s marketing activities, must also ensure that marketing policies and plans meet franchisee needs. May have responsibility for product research and development or other marketing related activities. Head of (Subsidiary, Group, or Concept) Has responsibility for directing and controlling the subsidiary, group, or concept's marketing activities. Formulates and establishes marketing policies and plans. Where franchisees contribute financial support to the organization s marketing activities, must also ensure that marketing policies and plans meet franchisee needs. May have responsibility for product research and development or other marketing related activities. Head of Field (Corporate) Has responsibility for planning, directing and managing the marketing activities of a field operation (e.g., division, region, zone) in accordance with established objectives. Formulates and establishes marketing policies and plans for region/local advertising and sales promotion campaigns. Where franchisees contribute financial support to the organization s marketing activities, must ensure that marketing policies and plans meet franchisee needs. Head of Field (Subsidiary, Group, or Concept) Has responsibility within a subsidiary, group, or concept level for planning, directing and managing the marketing activities of a specific field operation (e.g., division, region, zone) in accordance with established objectives. Formulates and establishes marketing policies and plans for region/local advertising and sales promotion campaigns locally. Where franchisees contribute financial support to the organization s marketing activities, must ensure that marketing policies and plans meet franchisee needs. Generally reports to the Head of Field. Field Manager Develops and executes overall marketing programs within a specifically defined geographical area. Develops or participates in development of local tactics, sales objectives and profit objectives. Analyzes market trends in order to develop advertising and promotion plans that maximize the effectiveness of local expenditures in addressing market opportunities. This is a multi-incumbent field position which reports to either 1) a line manager at the divisional/regional level in a decentralized marketing organization, or 2) a corporate-level field marketing executive in a centralized marketing organization. Head of Advertising (Corporate) Initiates, develops, and coordinates advertising programs utilizing all media to publicize the organization s products. Maintains relations with the organization s advertising agency and directs the creation of such advertising as necessary to achieve sales objectives. Generally responsible for execution of company-wide advertising strategies, campaigns and programs while providing functional assistance and direction for local advertising activities. Generally reports to the Head of. Confidential and Proprietary 9 haygroup.com

14 Head of Advertising (Subsidiary, Group, or Concept) Initiates, develops, and coordinates advertising programs utilizing all media to publicize the subsidiary, group, or concept s products. Maintains relations with advertising agencies and directs the creation of such advertising as necessary to achieve sales objectives. Generally responsible for execution of advertising strategies, campaigns and programs while providing functional assistance and direction for local advertising activities. Generally reports to the Head of. Head of Market Research Has responsibility to provide top management with accurate and timely information for use in the prediction and control of market conditions. Through market surveys and other consumer sampling techniques, identifies the target audience and their needs. Advises both on the formulation of advertising programs that will reach the target audience and on the development of new products that will meet the consumer s needs. Generally reports to the Head of. Head of Sales Promotions Formulates and executes sales promotion policies and programs. Coordinates sales promotion programs with the company s national and local advertising campaigns. Advises on menu, packing and pricing decisions necessary to achieve promotional goals. Head of Product Has responsibility for the development of overall marketing programs for assigned discrete product to achieve targeted sales, profit and turnover. Participates in and coordinates the development of sales objectives, strategies, advertising and promotional programs. Keeps abreast of competitors products and marketing policies. Develops financial forecasts regarding product sales and profits. May provide technical support to sales staff or customers. May specify training requirements for field personnel. Consumer Listening Manager Has responsibility for overseeing Mystery Shopper program and/or guest hotline program. Manages mystery shopper vendors. Responsible for monthly reporting, including distributing results to management. May have responsibility for telephone operations if in-house program, or vendor responsibility if handled by outside company. Brand Licensing Director Responsible for refining/developing the licensing strategy for products to be sold in retail channels. Manages existing licensee relationships to maximize revenue from existing product lines and ascertains the need for new products. Develops new channels of distribution and may negotiate brand licensing contracts. NEW POSITION: Brand Standards Manager Supports field locations in the tactical execution of the brand strategy and insures the integrity of the organization's brand in order to increase revenue for the company and profitability for the location. Provides an independent and factual appraisal of operational conditions to ensure that standards are maintained and all policies, procedures and practices are in place and executed appropriately. Provides relevant feedback to the organization regarding tests, including recommendations for improvement & data collection. Head of Development (Corporate) Directs the capital expansion program. Responsible for the identification and acquisition of restaurant sites for growth plans and for the design and construction of restaurant buildings on these sites. Also accountable for disposing of surplus real estate. Confidential and Proprietary 10 haygroup.com

15 Head of Development (Subsidiary, Group, or Concept) Directs the capital expansion program within a subsidiary, group, or concept level. Responsible for the identification and acquisition of restaurant sites for growth plans and for the design and construction of restaurant buildings for a division. Also accountable for disposing of surplus real estate. Generally reports to the Head of Development. Head of Real Estate Directs the real estate/site acquisition function. Responsible for identification, recommendation and acquisition of sites for new restaurants. This is the highest-level real estate position in a centralized real estate organization. Real Estate Manager Accountable for real estate market analysis, site selection, appraisal, lease/purchase contract negotiations, property management, and permitting of new locations within an assigned geographic area. May also recommend modifications to operating policies within the real estate function, procure real estate for corporate sites within the geography and work on special projects as requested. Real Estate Representative Performs all field work necessary to identify, recommend and obtain sites for new restaurant units. Develops and analyzes data on the desirability of available sites in terms of present and anticipated commercial activity, area demographics, traffic flow, case of access, site and construction cost, projected sales analysis, local zoning regulations, real estate taxes, etc. Head of Facilities Maintenance (Corporate) Has responsibility for maintenance of equipment and fixtures and for facilities management overall. May be responsible for energy management programs and/or minor remodeling and expansion. Head of Facilities Maintenance (Subsidiary, Group, or Concept) Has responsibility for maintenance of equipment and fixtures and for facilities management for a subsidiary, group, or concept level. May be responsible for energy management programs and/or minor remodeling and expansion for a division. Generally reports to the Head of Facilities Maintenance. Maintenance Manager Manages the activities of a number of maintenance technicians or outside contractors on a regular basis as they perform the necessary maintenance for restaurants in the division/region. This may include HVAC, refrigeration, electrical, carpentry, and grounds and buildings, including both preventative and emergency repair. May also coordinate others regarding new units under construction in the division/region. May negotiate with/schedule outside contractors as necessary. Restaurant Site Selector Assists in restaurant unit site selection, demographic analysis, trade area definition and market analysis. Forecasts store sales, cannibalization and sales recaptures for existing assets and potential new locations. Updates and maintains geo-databases that assist in the site selection and real estate development process. May also have a role in training others in the use of demographic, cartographic and real estate decision support systems. Head of Construction (Corporate) Directs the construction/site development function. Responsible for ensuring that the construction of restaurant units is accomplished in accordance with technical specifications, budget costs and established timetables. This is the highest-level construction position in a centralized construction organization and typically reports to the Head of Development. Confidential and Proprietary 11 haygroup.com

16 Head of Construction (Subsidiary, Group, or Concept) Directs the construction/site development function within a subsidiary, group, or concept level. Responsible for ensuring that the construction of restaurant units is accomplished in accordance with technical specifications, budget costs and established timetables for a division. This is the highest-level construction position in a division and typically reports to the Head of Development. Construction Manager Manages the activities of a number of Construction Project Managers in a division or region as they perform all fieldwork necessary to ensure that restaurant units are built in accordance with technical specifications, budgeted costs and planned completion dates. Construction Project Manager Manages construction issues for an assigned geography, including new restaurant development, remodeling, and site maintenance. Accountabilities include preparing site checks, cost estimates, and site construction plan preparation, obtaining and evaluating contractor s cost proposals and representing the Company at public hearings. Manages new and remodel stores by providing overall project oversight in all phases of project development. This includes architecture and engineering coordination and administrative tasks required for the complete development of assigned company restaurants in compliance with company policies. Head of Architecture Has responsibility for all the activities related to the design of restaurants. Directs the establishment of building specifications and the preparation of working drawings, renderings, site plans, grading plans, etc. May coordinate all architectural services with outside architects. Head of Public Relations Public Relations Has responsibility for planning, development and administration of public relations programs aimed at the public, stockholders (if company is publicly held), employees and national governments and may provide policy direction, coordination of operating units and lobbying for corporate interests. Head of Internal/External Communications Public Relations Has responsibility for designing and directing a communications program designed to effect and improve understanding, by the community and employees, of the organization's objectives, activities and achievements. Maintains a strong working relationship with communications media utilized in the public affairs effort. Head of Logistics Supply Chain Has overall responsibility for the distribution of food, paper and other related products to company and/or franchised restaurant units. Generally accountable for the purchase of products to be distributed and for the sale of such products to franchises. Head of Purchasing (Corporate) Supply Chain Has responsibility for direction and coordination of purchasing activities to obtain food, paper and related products necessary to the operation of restaurant units at the lowest price commensurate with desired quality. Although the major emphasis of the job is on purchase through nationally negotiated contracts of restaurant operating supplies, may also be accountable for purchase of restaurant equipment/fixtures and/or office supplies/equipment. Head of Purchasing (Subsidiary, Group, or Concept) Supply Chain Has responsibility within a subsidiary, group, or concept level for direction and coordination of purchasing activities to obtain food, paper and related products necessary to the operation of restaurant units at the lowest price commensurate with desired quality. Although the major emphasis of the job is on purchase through nationally negotiated contracts of restaurant operating supplies, may also be accountable for purchase of restaurant equipment/fixtures and/or office supplies/equipment for a division. Generally reports to the Head of Purchasing. Confidential and Proprietary 12 haygroup.com