- Financial Business Acumen
- Supply Chain for Sales
- Use of Data & Insight
- Impact of Marketing - ATL & BTL
Financial Business Acumen
This learning capsule is designed for Senior Key Account Manager and National Account Managers who are responsible for Category Management work with key accounts. In this learning capsule, we will examine the process of Category Management to deliver overall improved category growth and profitability with key strategic customers.
Background
Best suited for:National Account Managers and Key Account Managers working in Consumer Goods & Services
Curriculum: Module 1: Understanding the concept of Profit and the Impact an Account Manager has on it- Pricing - cost price, trade price, retail price
- Margin vs MarkUp
- Terminology - Margin, Mark Up, POR, POC
- Impact of taxes e.g. VAT
- Profit Calculations
- Buyer’s Metrics
- Front End Margin
- Back End Margin
- Blended Margin
- Role of different Promotional Mechanics
- Promotional Planning
- Costing out a Promotion
- Return on investment
The course is designed for Sales Professionals in Key Account and National Account Manager roles and really helps debunk the myths around some of the terminology and calculations involved in “Retail Maths”.
Learning Capsule Highlights
Strengthening the Financial acumen of commercial resources.Learning Outcomes
This course will help delegates in making sense of key financial metrics as they impact and get impacted by their decisions. The course will aim to demystify concepts such as:
- Profit on Return (POR)
- Return on Investment
- Profitability of Promotions
- Decisions on which promotions to run for different objectives
- Impact of Discounting on Revenue and Profit
- Optimisation of Trade Spend etc
This course will be run using a practical case study and delegates will be provided with ready-reckoners and tools to help them implement the learnings in their day-to-day job.
Delivery of Program
This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.
Supply Chain for Sales
This learning capsule is designed for Senior Key Account Manager, Senior Category Managers and Sales Managers who are responsible for Multi-functional delivery to their key accounts.
Background
In complex retail environments, a Key account manager has the responsibility to ensure multi-functional support to retailers and customers. To be able to do that, he or she needs to have a fair understanding of support functions such as supply chain.
Learning Capsule Highlights
This learning capsule will focus on the distinction between demand and supply functions within supply chain and their role in ensuring successful customer service for retailers and customers.Learning Outcomes
- Understanding of end to end supply chain
- Understanding of the demand function within supply chain
- Understanding of the supply function within supply chain
- Role of forecasting
- Importance of minimum order quantities
- Impact to profitability through supply chain choices
Delivery of Program
This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.
Use of Data & Insight
This learning capsule is designed for Senior Key Account Manager, Senior Category Managers and Sales Managers who are responsible for Multi-functional delivery to their key accounts.
Background
Data has become a part of parcel of our everyday lives. Be it at the workplace or elsewhere there is always a lot of data around us for us to take notice of, analyse and derive insights from.
Learning Capsule Highlights
In this capsule, we shall see the following:- What is Data, Analytics and Insights?
- Its importance in any role
- How to generate insights
- How to generate actionable insights
Learning Outcomes
At the end of this capsule, an individual will be in a better position to use the data available around him to support his statements. It gives a lot of confidence when one can derive insights from the data available. Also, any statement with supporting data and insights is much more acceptable.
Delivery of Program
This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.
Impact of Marketing - ATL & BTL
This learning capsule is designed for Senior Key Account Manager, Senior Category Managers and Sales Managers who are responsible for Multi-functional delivery to their key accounts.
Background
A well-defined marketing strategy leads to an increase in sales and marketing. This directly impacts the revenue. More revenue from more sales means more marketing can be done. This ensures we reach out to more people and in return more customers reach out to our brands.
Learning Capsule Highlights
In this capsule, we will see the following:- What is marketing?
- What is ATL & BTL?
- How to do effective marketing?
- Types of Marketing Strategies
- Impact of Social Media in Marketing
Learning Outcomes
At the end of this capsule, the trainee will be in a better position to study the business, implement the best marketing plan for the situation and build growth and succeed as a business.
Delivery of Program
This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.