MEHRAT key accounts management developmental programs 2012

Performance Improvement

Programs

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Key Accounts Management

http://www.mehrat.co.uk/

KA Management; Competence Portfolio

Forecasting Accuracy

Tight Budget

Control

Crea

tive

Busin

ess

Deve

lopm

ent

Thorough

Business

planning

RetailReality

Cust

omer

Rela

tions

hip

Bran

d Kn

owle

dge

Consultative

Selling

Key Accounts Management

The role of a Key Account Manager will vary from company to company and from customer to customer. However, based on the global definition and our experience working with Key Account Managers resulted in a platform of eight core competencies that all KAMs must develop in order to be successful in their role, starting from the entry level and up to the most senior position.

Key Accounts Management Professionals

Key Accounts Executive

1. Forecasting Accuracy

2. Tight Budget Controls

3. Creative Business Development

4. Thorough Business Planning

5. In Touch With The Retail Reality

6. Strong Customer Relationships

7. In-Depth Product / Brand Knowledge

8. Consultative Selling

Key Accounts Manager

Market Development

Manager

Modern Trade Manager

CORE COMPETENCIES OF

KEY ACCOUNT

MANAGEMENTConsultative Selling You can not argue with fact. Facts are the most powerful selling tool and you must be able to arrange these facts in a way that builds customer excitement and closes the sale. You must also be analytical and go beyond the numbers to find the real insight that will be the key to growing your brands with your customer.Forecasting AccuracyHaving the right products, in the right place, at the right time is key to your company's success. Not forecasting enough demand and you will miss the sales you need to achieve your business plan. Forecasting too much demand results in inventory building up in your warehouse and means less working capital to spend on driving the business. Tight Budget ControlsAs a Key Account Manager, you manage a significant piece of the overall expenditures your company spends to promote its brands and products. You have a responsibility to ensure that every penny spent delivers a solid return on investment and is spent in a way the builds the long term sustainability of the brands. Creative Business DevelopmentAs a KAM you must develop unique ways to grow the business with your customer and provide solutions to management in the face of challenges. If you do what you have always done, you will always get what you have already achieved!Thorough Business Planning You likely manage a complex business with hundreds of SKUs in hundreds of points of sale across the country. Planning is key if you are to execute flawlessly and achieve your business plans. You must search for the uncovered category opportunity at your customer and build a plan to convince them to “win” with your brands. You also must be aware of potential setbacks to the plan and develop contingencies to overcome them.In Touch With The Retail Reality Stores are where your brands and products come alive. It is also where you are engaged with your competition in a fierce battle for the attention of the shopper. As a KAM, you must be completely aware of what is transpiring at your customers stores. You must feel a sense of ownership of the execution in every store. You must also have a clear and concise communication with your retail teams in the field. Your success as a KAM relies heavily on their work.Strong Customer Relationships Our customers are our channel to the shoppers and consumers that buy our products. Without them our business model falls flat. Managing the relationship between your company and the customer is a big responsibility. The links that you build and the actions you take will determine our success today and in the future. Treat your customers as partners and challenge them to grow their business with your brands.In-Depth Product / Brand Knowledge Your company's brands should be at the heart of everything that you do as a KAM. They are your company's biggest asset. You should have an intimate knowledge of your brands, their values, positioning, target consumers and personality. On the other hand, the products are the lifeblood of the brands. Know them, touch them, use them.Finally, you are representing the brands everyday and how you approach your role should be in-line with the values of our flagship brands.

Key Accounts

Management

Professionals

Developmental

Curriculum

Key Accounts Executive

Key Accounts Manager

Market Development

Manager

Modern Trade Manager

SpecializedPrograms

GeneralSales&

MarketingPrograms

All STOREWARSKAMP

- KA Selling Skills- Basic Negotiation

for KAs- Basic Category

Management

• Advanced Negotiation for KAs

• Present to SELL; KAs• KA Forecasting/Budget Management

• KA Business Development

• Retail Business Process

• KA Advanced Present to SELL

• KA Business Development

• Retail Business Process

• Modern Trade Strategic Management

• Handling Customers Objections

• Launching a new product

• Implementing sales strategy

• Planning& Priority Setting

• Sales Financials• Resolving Concerns• Business Analysis&

Problem Solving

• Strategic Thinking• Customer Service

Management• Competition

Intelligence Management

• Leading Leaders• Emotional

Intelligence• High Performance

Teams

Intradepartmental Teambuilding

Programs

For more information about MEHRAT bespoke training programs, please, contact us at: [email protected] to arrange for a visit from our experts to help you with the best solutions for your people performance improvement

Performance-based and tackling real work issues

Relevant to your organization and market segment

Fully interactive and learners’ styles flexible

Bite-sized to be digested and implemented

Follow through from pre-program assessment into

implementation and on job follow up

Designed and delivered by training experts

specialized in industry and market segment

All our

programs are

1. KA Selling Skills2. Basic Negotiation for KAs3. Basic Category

Management4. Advanced Negotiation for

KAs5. Present to SELL; KAs6. KA Forecasting/Budget Management7. KAMP8. KA Business Development9. KA Advanced Present to

SELL 10. Retail Business Process11. Modern Trade Strategic

Management12. Certificate Programs

In addition to fully customized programsKey Accounts

Management

mailto:[email protected]


MehratCenter recognition by

Performance-based

Relevant

Fully interactive

Bite-sized

Follow through

Designed and delivered by

training experts

All our programs are …

Key Accounts ManagementPrograms

For more information about bespoke programs,

please contact us at:[email protected]



Key Accounts Selling Skills

The

KAE PRO 1®

This fully customizable program is aiming to prepare your new/Junior key accounts executives and build their selling skills.



Performance-based

Relevant

Fully interactive

Bite-sized

Follow through


training experts



Participating in the “KAE pro1” program is…

1. Enabling new and junior KAEs and KAMs to understand the KA sales cycle and basic elements of selling

2. Creating the business acumen and mindset

3. Orientation of the market and marketing concept

4. Facilitating the selling mentality and customer focus concepts

Participating in the “KAE pro1” program is of great

importance for:1. New and newly

assigned Key Accounts Executives

2. New and newly assigned Key Accounts Managers

3. Potential candidates for KAM jobs

The “KAE pro1” program is a 8-16 training hours. It is a fully interactive program

designed through instructional design and using to-date tools and techniques, including:1. Blended learning tools, such as slides,

flip-chart and learning culture tools2. Personal experiences-based workshops

and real life models3. Organization, industry and market

segment real life examples and case studies

4. Full range of evaluation and assessment for learning and implementation of the concepts and best practice transfer

Participating in the “KAE pro1” program will result in learners’

performance improvement including:

1. Better understanding of selling, market and competition

2. Implementing simple selling tools

3. Better understanding of sales targets and market share

4. Easily launching and competing in the real life market place

LearningObjectives

Best-fitTrainees

ProgramOutlines

PerformanceOutcomes

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o1


SALES PROFESSIONAL’S NEGOTIATION SKILLS

The

NEGOTIATORWin-win PRO

®

This fully interactive customizable program is improving the techniques and styles of your sales negotiators into a highly efficient level.


Participating in the “NEGOTIATOR pro” program is

enabling participants to1. Better understand the

basics of the negotiation process

2. Go in depth into negotiation theories and concepts

3. Understand BATNA and working on it

4. Learning different techniques of negotiation

Participating in the “NEGOTIATOR pro” program is of great

importance for:1. Key accounts

executives2. Key Accounts

Managers3. Junior Market

Development Managers

The “NEGOTIATOR pro” program is a 16-24 training hours. It is a fully interactive program

designed through instructional design and using to-date tools and techniques, including:1. Blended learning tools, such as slides,

flip-chart and learning culture tools2. Personal experiences-based workshops

and role plays3. Organization, industry and market

segment-based examples and case studies

4. Full range of evaluation and assessment for learning and implementation of the concepts and best practice transfer

Participating in the “NEGOTIATOR pro” program will result in learners’


1. Better negotiation styles and techniques

2. Improved results of negotiation meetings

3. Improved understanding and implementation of pricing strategies

4. More competitiveness and market share increase

LearningObjectives

Best-fitTrainees

ProgramOutlines

PerformanceOutcomes




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o2

Performance-based

Relevant

Fully interactive

Bite-sized

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training experts



BASIC CATEGORY MANAGEMENT

TheCat M

anBasics

®

This fully instructional program aims to build the basis of category management and widen the perspective of KAM professionals.


Participating in the “Cat Man” program is enabling

participants to

1. Understand the CIPS Model

2. Develop the Skills, Tools and

Process in Best Practice

Category Management

3. Develop an Understanding

of the benefits of category

Management

Participating in the “Cat Man” program is of great

importance for:1. Key accounts

executives2. Key Accounts

Managers3. Junior Market

Development Managers

The “Cat Man” program is a 16- training hours. It is a fully interactive program

designed through instructional design and using to-date tools and techniques, including:

1. Blended learning tools, such as slides,

flip-chart and learning culture tools

2. CIPS Models

3. Focus groups

4. Evaluations and assessments

Participating in the “Cat Man” program will result in learners’


1. Develop a set of skills that will Organization’s market position in its market with Retailers.

2. Learn How to Apply These Skills, Process and tools in all Formats of trade

LearningObjectives

Best-fitTrainees

ProgramOutlines

PerformanceOutcomes




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Performance-based

Relevant

Fully interactive

Bite-sized

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training experts



SALES PROFESSIONAL’S ADVANCED NEGOTIATION SKILLS

The

Master NEGOTIATOR

Win-win EXPERT

®

This fully interactive customizable program is mastering the techniques and styles of your sales negotiators into a world-class negotiation

experts.


Participating in the “MASTER NEGOTIATOR” program is enabling participants to

1. Understand social styles and versatility

2. Reflect experience and start molding behavioral patterns in negotiation

3. Dig into clients’ root causes and psychological motives

4. Understand the principles of being a negotiation coach

Participating in the “MASTER NEGOTIATOR”

program is of great importance for:

1. Key Accounts Managers

2. Market Development Managers

3. Modern Trade Managers

“MASTER NEGOTIATOR” program is a 16-24 training hours. It is a fully interactive program designed through instructional

design and using to-date tools and techniques, including:

1. Business simulations and real life case studies

2. Reflection and share expertise3. Observe and report negotiators’

styles4. Brain storming and focus groups

workshops

Participating in the “MASTER NEGOTIATOR” program will result in learners’ performance improvement

including:1. Master and maneuver

negotiation styles in variable situations

2. Define customer’s best fit solutions aligned with company offerings

3. Develop own negotiation style4. Coach negotiators and mentor

their negotiation meetings

LearningObjectives

Best-fitTrainees

ProgramOutlines

PerformanceOutcomes

Performance-based

Relevant

Fully interactive

Bite-sized

Follow through


training experts





Prog

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o4


SPECIALIZED SKILLS OF SELLING PRESENTATIONS

This fully interactive customizable program aiming to enhance sales presentations’ efficacy and productivity.


Participating in the “Present to SELL” program is enabling

participants to1. Understand benefit of

focused selling2. Digest selling to more

than one customer concept

3. Learn how to manage sales presentation

4. Learn buying motives in a group

Participating in the “Present to SELL” program is of great

importance for:

1. Key accounts executives


3. Junior Market Development Managers

“Present to SELL” program is a 16 training hours workshop-based

program utilizing people development tools and techniques,

including:1. FAB workshop2. Presentation map workshop3. Group exercises and role plays4. Blended tools and AV support

materials

Participating in the “Present to SELL” program will result in learners’

performance improvement and a general teams performance

improvement, including:1. Improved sales presentations

techniques2. Enhanced planned sales

presentations3. Improved outcomes for sales

presentation4. Global performance improvement

LearningObjectives

Best-fitTrainees

ProgramOutlines

PerformanceOutcomes

®

presentTo Sell

Productsbenefits Performance-based

Relevant

Fully interactive

Bite-sized

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training experts





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o5


KEY ACCOUNTS FORECASTING/BUDGETING

This fully interactive customizable program aiming to enhance the ability of KAM pros to better forecast and control budget.


Participating in the “Forecast/Budget

Management” program is enabling participants to

1. Understand forecasting techniques and methods

2. Learn how to set a budget and rationalize it

3. Understand the profitability matrix

4. Learn aligning forecast to budget in a non-tied way

Participating in the “Forecast/Budget

Management” program is of great importance for:



3. Junior Market Development Managers

“Forecast/Budget Management” program is a 16 training hours

workshop-based program utilizing people development tools and

techniques, including:1. Concepts and techniques

illustration2. Case studies and assessments3. Group exercises and role plays4. Blended tools and AV support

materials

Participating in the “Forecast/Budget Management” program will result in learners’ performance improvement

and a general teams performance improvement, including:

1. Improved ability to set realistic/challenging forecasts

2. Enhanced budget control and management

3. Increased ability to manage forecast/budget relationship

4. Global improvement in productivity

LearningObjectives

Best-fitTrainees

ProgramOutlines

PerformanceOutcomes

®

FCST/

BGTmanagement

Performance-based

Relevant

Fully interactive

Bite-sized

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training experts





Prog

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o6


SALES MANAGEMENT BASIC SKILLS

This fully interactive customizable program aiming to create a layer of clients’ base sales specialists.


Participating in the “KAMP” program is enabling

participants to1. Understand the

organizations goals2. Explore market needs

and clients’ special requirements

3. Comprehend planning process per client

4. Be able to create a client- centered POA

Participating in the “KAMP” program is of great

importance for:

Key Accounts Executives, junior Key Accounts

Manager and Credit Sales professionals

“KAMP” program is a 16 training hours workshop-based program

utilizing people development tools and techniques, including:

1. Comprehensive market researches and data

2. Brain storming and focus groups

3. Client-centered workshops 4. Real clients role plays

Participating in the “KAMP” program will result in learners’ performance improvement and a general teams

performance improvement, including:1. Improved key clients

management process2. More systematic clients-specific

campaigns3. Global clients data base

improvement4. Improved overall business results

per client

LearningObjectives

Best-fitTrainees

ProgramOutlines

PerformanceOutcomes

THE

®

Key accounts management process

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COLLATING THE WHOLE KEY ACCOUNTS MANAGEMENT PROCESSThis fully interactive customizable program aiming to establish a common ground and unified understanding of KAM professionals.


Participating in the “KABD” program is enabling

participants to1. Understand the

organization’s key accounts management vision and goals

2. Learn the Org Way of doing business

3. Understand the whole picture of KAM in the organization

Participating in the “KABD” program is of great

importance for:




“KABD” program is a 16 training hours workshop-based program


1. Co-instruction with Head of KAM in the Organization

2. Focus groups and mutual expectations workshops

3. Evaluation and assessments

Participating in the “KABD” program will result in learners’ performance improvement and a general teams

performance improvement, including:1. Unified and clear understanding

of Org vision and goals of KAM in the organization

2. Global improvement in productivity

LearningObjectives

Best-fitTrainees

ProgramOutlines

PerformanceOutcomes

®Key Accounts

Business Development

Performance-based

Relevant

Fully interactive

Bite-sized

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training experts





Prog

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PRESENTATION SKILLS THAT TAKE AND STICK

This fully practical workshop aims to creating the self confidence and internal power of a presenter.



Participating in the “Impressive Presenter” program is enabling

participants to:1. Understand what

audience expect2. Comprehend audience

types and styles3. Understand powerful

presentation fundamentals

4. Master presentation skills

Participating in the “Impressive Presenter”

program is of great importance for:

1. KAMs2. MDMs3. Senior KAM Pros

“Impressive Presenter” program is a 8-16 training hours workshop-based


including:1. Video shootings and

presentations2. Blended learning tools and

techniques3. Games and competitions4. Group workshops

Participating in the “Impressive Presenter” program will result in

learners’ performance improvement and a general teams performance

improvement, including:1. More comfortable facing large

audience2. Utilizing flexible styles and

techniques with different audience

3. Manage the way to deliver presentation message

4. Impact and influence in presenting

LearningObjectives

Best-fitTrainees

ProgramOutlines

PerformanceOutcomes

®The impressive

presenterPerformance-based

Relevant

Fully interactive

Bite-sized

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training experts




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LIVING ON THE OTHER SIDE

This fully interactive customizable program is aiming to enhance the understanding of KAM pros to the retailers perspectives.


Participating in the “Retail Business Process” program is

enabling participants to1. Understand how retailers

think2. Learn retailers KPIs and

objectives3. Understand how retailers

evaluate suppliers

Participating in the “Retail Business Process” program is of great importance for:




“Retail Business Process” program is a 16 training hours workshop-based


including:1. Retailers live interviews2. Surveys and statistics3. Case studies4. Group exercises and

workshops

Participating in the “Retail Business Process” program will result in learners’

performance improvement and a general teams performance

improvement, including:1. Improved understanding of retail

business process2. Growing a more realistic thinking

style of clients3. Improved communication and

way of handling customers objections

4. Overall performance improvement

LearningObjectives

Best-fitTrainees

ProgramOutlines

PerformanceOutcomes

®

retailBusiness Process

Performance-based

Relevant

Fully interactive

Bite-sized

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training experts





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This fully interactive customizable program aiming to enhance the strategic thinking of KAM senior pros


Participating in the “MTSM” program is enabling

participants to1. Grow different

dimensions of thinking2. Understand the

difference between strategy and tactics

3. Develop their thinking styles

Participating in the “MTSM” program is of great

importance for:



“MTSM” program is a 16 training hours workshop-based program


1. Thinking styles workshop

2. Brain storming sessions

3. Case studies

Participating in the “MTSM” program will result in learners’ performance improvement and a general teams

performance improvement, including:1. Better approaches for business

issues2. Better alignment with Org vision

and goals3. More flexible styles of thinking

and tackling daily tasks4. Overall performance

improvement

LearningObjectives

Best-fitTrainees

ProgramOutlines

PerformanceOutcomes

®

Modern

trade Strategic

management

Performance-based

Relevant

Fully interactive

Bite-sized

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training experts





Prog

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®AwardsCertifications

diplomasCenter recognition by

Performance-based

Relevant

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Prog

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12

®

®

The one and only chartered institute for the Sales and Marketing professions



Levels 1-2



Performance-based and tackling real

work issues

Relevant to your organization and

market segment

Fully interactive and learners’ styles

flexible

Bite-sized to be digested and

implemented

Follow through from pre-program

assessment into implementation and

on job follow up

Designed and delivered by training

experts specialized in industry and

market segment

All our programs are

Best-fit trainers

Up-to date contents

Blended learning tools

Action learning strategies

Multilingual materials

Funderstanding implementation

Every harvest starts with a PLOW



Programs

Every harvest starts with a

PLOWDeliveryComprehensive Blended Learning

Classroom, Group Workshops, Exercises, games, brain-storming, E-learning, and many more solutions to ensure learning transfer

Follow up/Implementation

Executing learning objectives on-work situations and start to embrace the newly learnt

competence as a second nature

Pre-programExploring current situation, performance

gaps definition and best solutions to tackle. In addition to learning styles and best ways

to learning transfer

Next Step


Analysis

Propose

Deliver

Outcomes

A holistic situation analysis

regarding business objectives• Analyze root causes

• Explore personnel areas for improvement

• Investigate personnel learning styles

• Identify optimal developmental

approaches/techniques

a bespoke program to be

agreed• Organizationally aligned

• Learners-centered

• Efficient

• Flexible

Experiential and fun-learning• Approaching different learners’ styles

• Interactive

• Innovative techniques

• Inspiring and motivating

Performance Outcomes• Knowledge evaluation

• Skill assessment

• Behavioral adaptation

• Alignment for success

S e q u e n t i a l L e a r n i n g

Progressive

DEVELOPMENT

PERFORMANCE

IMPROVEMENT

PROCESS

Analysis

Propose

Deliver

Outcomes


PLOW

Performance-based and tackling

real work issues

All MEHRAT Programs are…

Relevant to your organization

and market segment

Fully interactive and learners’

styles flexibleBite-sized to be digested and

implemented

Follow through from pre-program assessment into

implementation and on job follow up

Designed and delivered by training experts specialized

in your industry and market segment


[email protected]

http://www.mehrat.co.uk/