Program Objectives
At the end of the course, participants will be able to:
• Develop go to market modesl for various channels and prodcuts
• Understand sales operations management strategy
• Develop and execute a joint business programs with distributors
• Learn the distributor management models
• Define Channel Marketing and its key elements
• Create sales operations strategies of distributors via capacity review
• Manage the mutl-functional Teams and Stakeholders in Sales management
What You Will Learn
• Distributor Account Management
• Budget Management
• Sales & Operations Planning
• Demand Management Planning
• Business Planning and Capacity Review
• Trade Coverage Planning
• Brand Activation in Channels
• Strategic Trade Promotions Planning
• Business Analysis and Review
Key Benefits
• Understand the concept and importance of Sales & Operations Planning Cycle
• Create a strategic distribution plan for the company
• Drive an effective Sales Promotions and Budget Management process
• Develop and create a good Primary Sales Forecasting model
• Execute Brand Activation with Excellence in general trade accounts
• Understand SKU Portfolio Management in the general trade accounts
• A deeper understanding of Category Business Planning in general trade accounts
• Understand Channel Business Planning and Customization
Who Should Attend
The program is intended for those new, aspiring, and experienced Sales Managers, Trade Marketing Managers, Brand
managers, marketing managers, supervisors, and specialists. This is also open to business owners and professionals who
need solid knowledge of the fundamentals of marketing management, namely:
• Sales Managers
• Distributor Managers
• Category Managers
• Senior Brand/Brand Managers
• Trade Marketing Managers
• Sales Professionals with additional marketing responsibilities
• Brand Assistants/ Managers/Directors
• Senior Business Managers
• Merchandising Buyers/Category Buyers of Retailers
• Start-up Entrepreneurs who need to develop a Sales and Marketing plan for Innovation