Program Objectives
At the end of the course, participants will be able to:
1. Develop key account management program for key accounts
2. Understand sales operations management strategy
3. Develop and execute a joint business programs with top accounts
4. Learn the key account processes and demands
5. Define Channel Marketing and its key elements
6. Create sales operations strategies in key accounts
7. Manage the mutl-functional Teams and Stakeholders in Sales management
What You Will Learn
• Key Account Management
• Budget Management
• Sales & Operations Planning
• Demand Management Planning
• Category Planning and Space Management
• Supply Management Planning
• Brand Activations
• Strategic Trade Planning
• Customer Value Analysis
• Business Analysis and Review
Key Benefits
- Understand the concept and importance of Sales & Operations Planning Cycle
- Create a strategic key account plan for top customers
- Drive an effective Sales Promotions and Budget Management process
- Develop and create a good Primary Sales Forecasting model
- Execute Brand Activation with Excellence in top accounts
- Understand SKU Portfolio Management in the top accounts
- A deeper understanding of Category Business Planning in top accounts
- Understand Channel Business Planning and Customization
- Drive and create Shopper Loyalty Programs
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:
• Key Account Managers
• Sales 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