What wouldMark Hutchinson Bring to yourSales Organization ?What wouldMark Hutchinson Bring to yourSales Organization ?
Create a Fast, EfficientCreate a Fast, Efficient
POS Driven Account TeamPOS Driven Account Team
ObjectiveObjective
Create a Fast, EfficientCreate a Fast, Efficient
POS Driven Account TeamPOS Driven Account Team
“Quantity Sales” + “Quality Sales”
“Focus” + “Select”
“Communications”
Create a Fast, EfficientCreate a Fast, Efficient
POS Driven Account TeamPOS Driven 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 Leadership
12-”C’s”
Expectations of the Account Team
1. Clear Expectations 7. Collaboration
2. Context 8. Communications
3. Commitment 9. Creative Innovation
4. Competence 10. Consequences
5. Charter 11. Coordination
6. Control 12. Culture
Create a Fast, EfficientCreate a Fast, Efficient
POS Driven Account TeamPOS Driven Account Team
Sales Team LeadershipSales Team Leadership
12-”C’s”
Expectations of the Account Team
1.Clear Expectations : Sales, inventory and profit budgetswill be achieved. Corporate goals of inventory, costreduction and POS-focused management to be achieved.Leadership will clearly communicate expectations to eachteam member who must understand their roles forrequired success. Leadership will be responsible to getteam members necessary resources.
Create a Fast, EfficientCreate a Fast, Efficient
POS Driven Account TeamsPOS Driven Account Teams
Sales Team LeadershipSales Team Leadership
12-”C’s”
Expectations of the Account Teams
2. Context: Everyone must understand how their effortscontribute to the overall goals of the organization ; how dailyefforts fit into total context of goals, principles, values andoverall vision.
Create a Fast, EfficientCreate a Fast, Efficient
POS Driven Account TeamPOS Driven Account Team
Sales Team LeadershipSales Team Leadership
12-”C’s”
Expectations of the Account Team
3. Commitment: No one just has a job; we have positions ofresponsibility: to our organization, to our Customers, toour Team Members. Our responsibility is to insure thateach team member sees their service and contributions asvaluable to the organization and their careers. Must makesame commitment to our account’s success and growth.
Create a Fast, EfficientCreate a Fast, Efficient
POS Driven Account TeamPOS Driven Account Team
Sales Team LeadershipSales Team Leadership
12-”C’s”
Expectations of the Account Team
4. Competence: We are responsible to insure that each teammember has the skills, competencies and knowledge tosucceed. If not, we have an obligation to accessresources and support needed to accomplish our overallmission. Need to identify tools necessary to achieve ourgoals.
Create a Fast, EfficientCreate a Fast, Efficient
POS Driven Account TeamPOS Driven Account Team
Sales Team LeadershipSales Team Leadership
12-”C’s”
Expectations of the Account Team
5. Charter: The Account Team must design and developrequirements to achieve each mission. Each Account has aunique set of timelines and goals. As such, we will developsolution sets to achieve those goals (I.e. Wal-Mart POSsales will differ from Sam’s Club POS, analysis; however,both teams must develop appropriate tools, goals andmeasurable outcomes.)
Create a Fast, EfficientCreate a Fast, Efficient
POS Driven Account TeamPOS Driven Account Team
Sales Team LeadershipSales Team Leadership
12-”C’s”
Expectations of the Account Team
6. Control: Each team is responsible to operate within the overallguidelines of the organization, including policies and process. Atthe same time, we should be expected to develop our ownrecommendations for cost improvement, process improvement andretail sales improvement.
Create a Fast, EfficientCreate a Fast, Efficient
POS Driven Account TeamPOS Driven Account Team
Sales Team LeadershipSales Team Leadership
12-”C’s”
Expectations of the Account Team
7. Collaboration: To achieve the proper inventory level, salesforecasting, account management and account planning arekey tasks. Sales planning with owners, DMMs, VP-level andother ranking officers in each respective account to beconducted on a scheduled basis with appropriate supportingdocumentation such as POS to support collaborative andplanning efforts. Promotional planning on an annual basis,so budgets can be committed to executive management.Internal collaboration with Supply chain and MarketingGroups equally important.
Create a Fast, EfficientCreate a Fast, Efficient
POS Driven Account TeamPOS Driven Account Team
Sales Team LeadershipSales Team Leadership
12-”C’s”
Expectations of the Account Team
8. Communications: Weekly meetings with account teams willbe conducted. Organization Stakeholders meetings will beconducted every other week. Quarterly Top to Top meetingsto be planned and executed at our Accounts HQ. Accountteam’s performance expectations and reviews must be basedon clear criteria. Fast communications with Managementconcerning market conditions is vital.
Create a Fast, EfficientCreate a Fast, Efficient
POS Driven Account TeamPOS Driven Account Team
Sales Team LeadershipSales Team Leadership
12-”C’s”
Expectations of the Account Team
9. Creative Innovation: We need to think creativity, newthinking in an environment that is constantly changing. Willnot retain or reward team members who want to maintainstatus quo. Skill sets will be expanded to seed new ideas!
Create a Fast, EfficientCreate a Fast, Efficient
POS Driven Account TeamPOS Driven Account Team
Sales Team LeadershipSales Team Leadership
12-”C’s”
Expectations of the Account Team
10. Consequences: We are accountable for the achievement of ourgoals and budgets. Each team member must feel the same.Success is only our measure. We will spend zero time fingerpointing and 100% of our time resolving our customer’sproblems with creativity and energy.
Create a Fast, EfficientCreate a Fast, Efficient
POS Driven Account TeamPOS Driven Account Team
Sales Team LeadershipSales Team Leadership
12-”C’s”
Expectations of the Account Team
11. Coordination: Leadership will be responsible to insure that theteam is properly coordinated in daily activities and focus.Priorities and allocation of resources will be made to maximizesales and profit potentials. These must be constantly evaluated forchanging circumstances.
Create a Fast, EfficientCreate a Fast, Efficient
POS Driven Account TeamPOS Driven Account Team
Sales Team LeadershipSales Team Leadership
12-”C’s”
Expectations of the Account Team
12. Culture: Create team-based, collaborative,empowered, enabling team of the future that is verydifferent from the traditional, common organizations ofthe past. As a leader of this team, I am committed toreward, appraise, recognize, hire, develop, plan with,motivate and manage the Organization’s most vitalresource: It’s People.
Create a Fast, EfficientCreate a Fast, Efficient
POS Driven Account TeamPOS Driven Account Team
•Account Management•Account Management
–Plan/Execute/Analyze/Adjustment–Plan/Execute/Analyze/Adjustment
•Focus efforts on “Pull” not “Push”•Focus efforts on “Pull” not “Push”
Create a Fast, EfficientCreate a Fast, Efficient
POS Driven Account TeamPOS Driven Account Team
Focus on our AccountFocus on our Account
Plan
Execute
Analyze
Adjustment
POS
Driven
Focus on our AccountFocus on our Account
•Strategic Road Map (over 3 years)•Strategic Road Map (over 3 years)
•Business Plan by account•Business Plan by account
•POS Plan by model by week•POS 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 management•Store level management
–Display, POP, Demonstration, Training, etc–Display, POP, Demonstration, Training, etc
–Store plan-a gram Execution–Store plan-a gram Execution
–Audit execution effectiveness–Audit execution effectiveness
•Close communication with account•Close communication with account
•Sensitive antenna to the market•Sensitive antenna to the market
Plan
Execute
Analyze
Adjustment
Focus on our AccountFocus on our Account
•POS Analysis•POS Analysis
–Sales/Inventory Status/Trend–Sales/Inventory Status/Trend
–Fill Ratio by stores, shelf holding capacity–Fill Ratio by stores, shelf holding capacity
–In stock by plan-a-gram–In stock by plan-a-gram
•Collaboration with partners•Collaboration with partners
Plan
Execute
Analyze
Adjustment
Focus on your Channel PartnerFocus on your Channel Partner
•Quick countermeasures•Quick countermeasures
–How to increase POS–How to increase POS
•Improve delivery, Fill Ratio, Reallocation of Inv.•Improve delivery, Fill Ratio, Reallocation of Inv.
•Additional Demonstration, Flyer, Promotion•Additional Demonstration, Flyer, Promotion
•Visit Top/Bottom stores (answers are not behind a desk)•Visit Top/Bottom stores (answers are not behind a desk)
•Collaborate with Factories, Brand Group•Collaborate with Factories, Brand Group
Plan
Execute
Analyze
Adjustment
This cycle never ends, it grows!This cycle never ends, it grows!
•If followed, this will accomplish:•If followed, this will accomplish:
•Long term strategic planning•Long term strategic planning
•Collaboration and enterprise wide communication•Collaboration and enterprise wide communication
•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 4:00pm–Every Monday Afternoon from 2:00 to 4:00pm
•Stake Holders Meeting ( Conference call)•Stake Holders Meeting ( Conference call)
–2nd and 4th Tuesday Afternoon from 1:00 to 3:00pm–2nd and 4th Tuesday Afternoon from 1:00 to 3:00pm
•Quarterly Business review at account.( In person)•Quarterly Business review at account.( In 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 objectives•Ascertain accountabilities and objectives
•Company culture immersion•Company culture immersion
•Department by Department discovery•Department by Department discovery
•Visit Key Account’s•Visit Key Account’s
•Assure and encourage team•Assure and encourage team
•Find quick wins to establish momentum•Find quick wins to establish momentum
•Create Account Team Vision Statement•Create Account Team Vision Statement