What wouldWhat wouldMark Hutchinson Mark Hutchinson

Bring to your Bring to yourSales Organization ?Sales Organization ?

Create a Fast, Efficient Create a Fast, Efficient POS DrivenPOS Driven Account Team Account Team

ObjectiveObjective

Create a Fast, Efficient Create a Fast, Efficient POS DrivenPOS Driven Account Team Account Team

“Quantity Sales” + “Quality Sales”

“Focus” + “Select”

“Communications”

Create a Fast, Efficient Create a Fast, Efficient POS DrivenPOS Driven Account Team Account Team

Ideas on Business Plan ObjectivesIdeas on Business Plan Objectives

• Vision: Achieve Sales plans and create, driver of future growth and investment

•OBJECTIVE: Focus the entire account team on sustainable quality growth.

• DIRECTION: High consistent growth rates focused on our account partners.

Sales Team LeadershipSales Team Leadership12-”C’s”

Expectations of the Account Team

1. Clear Expectations 7. Collaboration2. Context 8. Communications3. Commitment 9. Creative Innovation4. Competence 10. Consequences5. Charter 11. Coordination6. Control 12. Culture

Create a Fast, Efficient Create a Fast, Efficient POS DrivenPOS Driven Account Team Account Team

Sales Team LeadershipSales Team Leadership12-”C’s”

Expectations of the Account Team

1. Clear Expectations : Sales, inventory and profit budgets will be achieved. Corporate goals of inventory, cost reduction and POS-focused management to be achieved. Leadership will clearly communicate expectations to each team member who must understand their roles for required success. Leadership will be responsible to get team members necessary resources.

Create a Fast, Efficient Create a Fast, Efficient POS DrivenPOS Driven Account Teams Account Teams

Sales Team LeadershipSales Team Leadership12-”C’s”

Expectations of the Account Teams

2. Context: Everyone must understand how their efforts contribute to the overall goals of the organization ; how daily efforts fit into total context of goals, principles, values and overall vision.

Create a Fast, Efficient Create a Fast, Efficient POS DrivenPOS Driven Account Team Account Team

Sales Team LeadershipSales Team Leadership12-”C’s”

Expectations of the Account Team

3. Commitment: No one just has a job; we have positions of responsibility: to our organization, to our Customers, to our Team Members. Our responsibility is to insure that each team member sees their service and contributions as valuable to the organization and their careers. Must make same commitment to our account’s success and growth.

Create a Fast, Efficient Create a Fast, Efficient POS DrivenPOS Driven Account Team Account Team

Sales Team LeadershipSales Team Leadership12-”C’s”

Expectations of the Account Team

4. Competence: We are responsible to insure that each team member has the skills, competencies and knowledge to succeed. If not, we have an obligation to access resources and support needed to accomplish our overall mission. Need to identify tools necessary to achieve our goals.

Create a Fast, Efficient Create a Fast, Efficient POS DrivenPOS Driven Account Team Account Team

Sales Team LeadershipSales Team Leadership12-”C’s”

Expectations of the Account Team

5. Charter: The Account Team must design and develop requirements to achieve each mission. Each Account has a unique set of timelines and goals. As such, we will develop solution sets to achieve those goals (I.e. Wal-Mart POS sales will differ from Sam’s Club POS, analysis; however, both teams must develop appropriate tools, goals and measurable outcomes.)

Create a Fast, Efficient Create a Fast, Efficient POS DrivenPOS Driven Account Team Account Team

Sales Team LeadershipSales Team Leadership12-”C’s”

Expectations of the Account Team

6. Control: Each team is responsible to operate within the overall guidelines of the organization, including policies and process. At the same time, we should be expected to develop our own recommendations for cost improvement, process improvement and retail sales improvement.

Create a Fast, Efficient Create a Fast, Efficient POS DrivenPOS Driven Account Team Account Team

Sales Team LeadershipSales Team Leadership12-”C’s”

Expectations of the Account Team7. Collaboration: To achieve the proper inventory level, sales

forecasting, account management and account planning are key tasks. Sales planning with owners, DMMs, VP-level and other ranking officers in each respective account to be conducted on a scheduled basis with appropriate supporting documentation such as POS to support collaborative and planning efforts. Promotional planning on an annual basis, so budgets can be committed to executive management. Internal collaboration with Supply chain and Marketing Groups equally important.

Create a Fast, Efficient Create a Fast, Efficient POS DrivenPOS Driven Account Team Account Team

Sales Team LeadershipSales Team Leadership12-”C’s”

Expectations of the Account Team

8. Communications: Weekly meetings with account teams will be conducted. Organization Stakeholders meetings will be conducted every other week. Quarterly Top to Top meetings to be planned and executed at our Accounts HQ. Account team’s performance expectations and reviews must be based on clear criteria. Fast communications with Management concerning market conditions is vital.

Create a Fast, Efficient Create a Fast, Efficient POS DrivenPOS Driven Account Team Account Team

Sales Team LeadershipSales Team Leadership12-”C’s”

Expectations of the Account Team

9. Creative Innovation: We need to think creativity, new thinking in an environment that is constantly changing. Will not retain or reward team members who want to maintain status quo. Skill sets will be expanded to seed new ideas!

Create a Fast, Efficient Create a Fast, Efficient POS DrivenPOS Driven Account Team Account Team

Sales Team LeadershipSales Team Leadership12-”C’s”

Expectations of the Account Team

10. Consequences: We are accountable for the achievement of our goals and budgets. Each team member must feel the same. Success is only our measure. We will spend zero time finger pointing and 100% of our time resolving our customer’s problems with creativity and energy.

Create a Fast, Efficient Create a Fast, Efficient POS DrivenPOS Driven Account Team Account Team

Sales Team LeadershipSales Team Leadership12-”C’s”

Expectations of the Account Team

11. Coordination: Leadership will be responsible to insure that the team is properly coordinated in daily activities and focus. Priorities and allocation of resources will be made to maximize sales and profit potentials. These must be constantly evaluated for changing circumstances.

Create a Fast, Efficient Create a Fast, Efficient POS DrivenPOS Driven Account Team Account Team

Sales Team LeadershipSales Team Leadership12-”C’s”

Expectations of the Account Team

12. Culture: Create team-based, collaborative, empowered, enabling team of the future that is very different from the traditional, common organizations of the past. As a leader of this team, I am committed to reward, appraise, recognize, hire, develop, plan with, motivate and manage the Organization’s most vital resource: It’s People.

Create a Fast, Efficient Create a Fast, Efficient POS DrivenPOS Driven Account Team Account Team

• Account ManagementAccount Management– Plan/Execute/Analyze/AdjustmentPlan/Execute/Analyze/Adjustment

• Focus efforts on Focus efforts on ““PullPull”” not not ““PushPush””

Create a Fast, Efficient Create a Fast, Efficient POS DrivenPOS Driven Account Team Account Team

Focus on our AccountFocus on our AccountPlan

Execute

Analyze

Adjustment POSDriven

Focus on our AccountFocus on our Account

• Strategic Road Map (over 3 years)Strategic Road Map (over 3 years)• Business Plan by accountBusiness Plan by account• POS Plan by model by weekPOS Plan by model by week• Promotion Plan ( National or Local)Promotion Plan ( National or Local)

Plan

Execute

Analyze

Adjustment

Focus on our AccountFocus on our Account

• Store level managementStore level management– Display, POP, Demonstration, Training, etcDisplay, POP, Demonstration, Training, etc– Store plan-a gram ExecutionStore plan-a gram Execution– Audit execution effectivenessAudit execution effectiveness

• Close communication with accountClose communication with account• Sensitive antenna to the marketSensitive antenna to the market

Plan

Execute

Analyze

Adjustment

Focus on our AccountFocus on our Account

• POS AnalysisPOS Analysis– Sales/Inventory Status/TrendSales/Inventory Status/Trend– Fill Ratio by stores, shelf holding capacityFill Ratio by stores, shelf holding capacity– In stock by plan-a-gramIn stock by plan-a-gram

• Collaboration with partnersCollaboration with partners

Plan

Execute

Analyze

Adjustment

Focus on your Channel Focus on your Channel PartnerPartner

• Quick countermeasuresQuick countermeasures– How to increase POSHow to increase POS

• Improve delivery, Fill Ratio, Reallocation of Inv.Improve delivery, Fill Ratio, Reallocation of Inv.• Additional Demonstration, Flyer, PromotionAdditional Demonstration, Flyer, Promotion• Visit Top/Bottom stores (answers are Visit Top/Bottom stores (answers are notnot behind a desk) behind a desk)

• Collaborate with Factories, Brand GroupCollaborate with Factories, Brand Group

Plan

Execute

Analyze

Adjustment

This cycle never ends, it This cycle never ends, it grows!grows!

• If followed, this will accomplish:If followed, this will accomplish:•Long term strategic planningLong term strategic planning•Collaboration and enterprise wide Collaboration and enterprise wide

communicationcommunication•Creating of a best in class Account Team Creating of a best in class Account Team

Plan

Execute

Analyze

Adjustment

Management MeetingsManagement Meetings

• Team Meeting Team Meeting – Every Monday Afternoon from 2:00 to 4:00pmEvery Monday Afternoon from 2:00 to 4:00pm

• Stake Holders Meeting ( Conference call)Stake Holders Meeting ( Conference call)– 22ndnd and 4 and 4thth Tuesday Afternoon from 1:00 to 3:00pm Tuesday Afternoon from 1:00 to 3:00pm

• Quarterly Business review at account.( In Quarterly Business review at account.( In person)person)- Top to Top discussion and Correction of errors!- Top to Top discussion and Correction of errors!

The first 100 days !The first 100 days !

• Ascertain accountabilities and Ascertain accountabilities and objectivesobjectives

• Company culture immersionCompany culture immersion• Department by Department discoveryDepartment by Department discovery• Visit Key Account’sVisit Key Account’s• Assure and encourage teamAssure and encourage team• Find quick wins to establish momentumFind quick wins to establish momentum• Create Account Team Vision Statement Create Account Team Vision Statement