Multi Functional Awareness of Impact (VAL)

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

Module 2: Contribution to Margin

Buyer’s Metrics
Front End Margin
Back End Margin
Blended Margin

Module 3: Promotional Return on Investment

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 “Interactive Virtual Sessions”. For our “Interactive Virtual Sessions” we focus on ensuring latest technology and tools are used to ensure that delegates get personal attention throughout the sessions. This is accessible remotely from the delegates location through an online system that is almost similar to a video conferencing platform.

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

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

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