Functional Areas Explained
Click above to scroll to the explanation of each functional area
Sales Vision:
The process of defining what the sales team needs to achieve. Evaluates on what foundation the Sales Vision for an organisation is built. It looks at the relationship between the key drivers to growth in FMCG organisations (Availability, SOVI and Price) and the Volume and Revenue targets over the specified period.
Finance:
The process of evaluating the impact of the sales drivers in the business against the financial metrics. Looks at what the money is spent on and the impact of that spend on the short and long term Net Sales Revenue of the business
Brand:
The process of building brand equity to increase consumer demand and or price value proposition of a product.
Key Account Management:
The process of building relationships with Key customers to maximise the opportunities within an account for our products
Prospecting:
The process of looking for & securing customers where products are not sold or where you would like to change a RTM model from Indirect to Direct
Account Development:
The process of identifying volume/profit growth opportunities (including gaps vs. picture of success) and the steps put forward to address those opportunities.
Merchandising:
The process of ensuring that the right packs and brands are placed in the correct location within the store with the right amount of forward share and the correct point of sale at the correct price all of the time.
Compliance:
The measure of compliance to a predetermined look of success by channel and market Compliance segment of the total universe of outlets within a defined geographic area.
Collection:
The process of route settlement, invoicing the product delivered, managing accounts receivables and credit management.
Order Generation:
The process of ensuring that the customer orders the right quantities of the right brands and packs that will satisfy the needs and wants of the consumer. This process can take the form of a telephone sell, a computer generated prompt or a direct face to face call done by a sales representative.
HR:
The process of ensuring the Sales Organisation is correctly resourced with the right people and the right skills supported by training and development to deliver on the business expectations.
Warehousing:
The process of storing the correct amount of stock (brands and packs) to satisfy the orders placed by customers at any given point in time.
Delivery:
The process of getting the correct brands and packs to the customer at the time that he requests/needs the product.
Equipment:
The process of ensuring that the right quantity of the right equipment is available for placement in specific channels to satisfy the picture of success criteria. Looks at the underlying processes of delivering the equipment to the store and refurbishment of equipment.