1. What would Mark Hutchinson Bring to your Sales Organization ?
Create a Fast, Efficient
POS Driven Account Team

2. Create a Fast, Efficient POS Driven Account Team
Objective
Create a Fast, Efficient
POS Driven Account Team
“Quantity Sales” + “Quality Sales”
“Focus” + “Select”
“Communications”

3. Create a Fast, Efficient POS Driven Account Team
Ideas 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.

4. Create a Fast, Efficient POS Driven Account Team
Sales Team Leadership
Create a Fast, Efficient
POS Driven Account Team
12-”C’s”
Expectations of the Account Team
1. Clear Expectations Collaboration
2. Context Communications
3. Commitment Creative Innovation
4. Competence Consequences
5. Charter Coordination
6. Control Culture

5. Sales Team Leadership Create a Fast, Efficient
POS Driven Account Teams
12-”C’s”
Expectations of the Account Team
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.

6. Sales Team Leadership Create a Fast, Efficient POS Driven Account Team
12-”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.

7. Sales Team Leadership Create a Fast, Efficient POS Driven Account Team
12-”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.

8. Sales Team Leadership Create a Fast, Efficient POS Driven Account Team
12-”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.

9. Sales Team Leadership Create a Fast, Efficient POS Driven Account Team
12-”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.)

10. Sales Team Leadership Create a Fast, Efficient POS Driven Account Team
12-”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.

11. Sales Team Leadership Create a Fast, Efficient POS Driven Account Team
12-”C’s”
Expectations of the Account Team
7. 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.

12. Sales Team Leadership Create a Fast, Efficient POS Driven Account Team
12-”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.

13. Sales Team Leadership Create a Fast, Efficient POS Driven Account Team
12-”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!

14. Sales Team Leadership Create a Fast, Efficient POS Driven Account Team
12-”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.

15. Sales Team Leadership Create a Fast, Efficient POS Driven Account Team
12-”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.

16. Sales Team Leadership Create a Fast, Efficient POS Driven Account Team
12-”C’s”
Expectations of the Account Team
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.

17. Create a Fast, Efficient POS Driven Account Team
Account Management
Plan/Execute/Analyze/Adjustment
Focus efforts on “Pull” not “Push”

18. Focus on our Account
Plan
Adjustment
POS
Driven
Execute
Analyze

19. Focus on our Account Strategic Road Map (over 3 years)
Plan
Adjustment
Execute
Analyze
Strategic Road Map (over 3 years)
Business Plan by account
POS Plan by model by week
Promotion Plan ( National or Local)

20. Focus on our Account Store level management
Plan
Adjustment
Execute
Analyze
Store level management
Display, POP, Demonstration, Training, etc
Store plan-a gram Execution
Audit execution effectiveness
Close communication with account
Sensitive antenna to the market

21. Focus on our Account POS Analysis Collaboration with partners Plan
Adjustment
Execute
Analyze
POS Analysis
Sales/Inventory Status/Trend
Fill Ratio by stores, shelf holding capacity
In stock by plan-a-gram
Collaboration with partners

22. Focus on your Channel Partner
Plan
Adjustment
Execute
Analyze
Quick countermeasures
How to increase POS
Improve delivery, Fill Ratio, Reallocation of Inv.
Additional Demonstration, Flyer, Promotion
Visit Top/Bottom stores (answers are not behind a desk)
Collaborate with Factories, Brand Group

23. This cycle never ends, it grows!
Plan
Adjustment
Execute
Analyze
If followed, this will accomplish:
Long term strategic planning
Collaboration and enterprise wide communication
Creating of a best in class Account Team

24. Management Meetings Team Meeting
Every Monday Afternoon from 2:00 to 4:00pm
Stake Holders Meeting ( Conference call)
2nd and 4th Tuesday Afternoon from 1:00 to 3:00pm
Quarterly Business review at account.( In person)
- Top to Top discussion and Correction of errors!

25. The first 100 days ! Ascertain accountabilities and objectives
Company culture immersion
Department by Department discovery
Visit Key Account’s
Assure and encourage team
Find quick wins to establish momentum
Create Account Team Vision Statement