Consumer Goods Account Manager

Consumer Goods Account Manager Learning Path

This learning path is for sales executives or account managers. This learning path builds on the Induction learning path, so account managers should either have studied the Induction learning path before or have the equivalent knowledge from past industry experience.

Select any of the circles along the path to find out more about each step.

A learning path including a customized set of courses and job aids for sales executives or account managers selling in to the Consumer Goods industry. Consumer Goods Organization Consumer Goods Financials & KPIs Consumer Goods & Retail Supply Chain Consumer Goods Sales & Marketing Operations Solution Selling vs Product Selling Target Account Analysis and Research KPI Analyzer Tool Quadrant Analysis Tool Account Planning Tool Developing the Sales Plan Discovery Interview Questions Negotiating with Retailers Retail and Consumer Goods WIKI/EPSS Digital Badge Program

The Skills You Will Learn

By studying this learning path, consultants will gain these skills:

  1. Research the organization of a consumer goods company account and identify the key executive functions, their responsibilities and pain points.
  2. Review a consumer goods company’s financial statements to identify trends, business challenges and suspect opportunities in the account.
  3. Perform target account KPI analysis, identify further challenges, prioritize those that they can address, and identify potential solutions.
  4. Analyze the consumer goods supply chain and identify additional potential opportunities.
  5. Review the CG sales and marketing organization for potential further areas of performance improvement.
  6. Develop a sales plan for the account to confirm whether suspect opportunities are real ones, plan approaches to the relevant executives for those opportunities, start initiatives to get meetings, and in conjunction with pre-sales support, create a list of meeting discovery questions for each potential opportunity.
  7. Identify the quantifiable benefit areas for each opportunity.
  8. Plan a negotiating strategy with the account when the sales activities have proceeded far enough.