Planning an Account in SAP Revenue Growth Management

Objectives

After completing this lesson, you will be able to:
  • Set up an Account Plan
  • Use Assortment in annual account plans
  • Plan Targets and Key Performance Indicators in Accounts

New Annual Account Plan

Value Proposition for Account Plans in Revenue Growth Management

  • Account plans offer the KAM a space to manage all promotional activities with a customer in a year.
  • KAMs can create multiple account plans to structure their work with multiple customers.

The Highlights of Account Plan Creation in Revenue Growth Management

  • The Account Plan Dashboard page provides a quick overview of the KAM’s account plans.
  • The account plan allows KAMs to effectively manage the promotional activities agreed upon with their customers.
  • The account plan centralizes information about a customer account, such as the product assortment sold to the specific customer, the baseline volumes, the promotions, as well as the trade spend and funds consumption.

Account Plan – Assortment Determination

Value Proposition

  • The assortment determination in the account plan saves users unnecessary manual effort.
  • One assortment can be reused for multiple account plans.
  • KAMs still have the flexibility to adjust the product scope to their needs.

Highlights

  • Huge time and manual effort savings thanks to the determination of products’ validity periods through the central assortment.
  • Flexibility to adjust the validity periods in the account plan despite the assortment determination to cater to specific needs of customers.
  • Hints highlight deviations from the central assortment to keep visibility of modifications in the product scope.

Account Plan – KPIs and Targets

Value Proposition

  • Overview of account plan performance.
  • Monitoring the progress towards the set targets of the account plan.
  • Easy identification of areas which require action.

Highlights

  • The KPIs in the account plan provide a simple but effective overview of the account plans for the KAMs.
  • The KPIs on the account plan cards on the dashboard provide a quick way to get an overview of the situation across all account plans.
  • Key Account Managers can select the KPIs which are most relevant for them per account plan.
  • The color coding lets the KAM quickly identify where need for action is.

Learning

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