Outlining SAP Trade and Revenue Growth Management
Evaluating Sales Strategies with SAP Revenue Growth Management
Understanding the Customer Business Planning Process
Planning Promotions
Executing and Settling Trade Promotions
Implementing SAP Revenue Growth Management
Managing Analytics in Revenue Growth Management

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

SAP FacebookSAP YoutubeSAP LinkedIn