Formation Processus métier SAP Trade Management

Business Context

• Describe the industry challenges
• Explain the end-to-end business process
• Explain the different business roles
• Explain the importance of the end state analytic needs when implementing SAP Trade Management
• Explain the importance of change management in the organization
• Explain the importance of various testing cycles during the implementation

Sales Planning and Budgeting

• Get an overview about Sales and Budgeting
• Explain the planning structure used in the business process
• Explain the main activities in the planning preparation
• Explain the main activities of target distribution
• Define channels and categories
• Explain the commercial conditions
• Explain the top-down distribution of targets
• Explain the funding structure
• Explain dynamic funds and business advantages
• Explain fixed funds and its usage
• Explain the main activities in Customer HQ negotiation
• Explain the main activities in initiating the customer business planning
• Explain the bottom-up planning activities
• Explain the approval process and version management
• Explain how the forecast is calculated
• Explain the corrective actions for adjusting the sales plan

Customer Planning

• Explain the Customer Planning Process
• Explain buyer concept
• Explain the maintenance of buyer targets
• Explain the benefits of creating a planning product hierarchy
• Explain the main activities in building the account strategy
• Explain the customer mission, strategy and development plan
• Explain usage and maintenance of assortments
• Explain the elements, usage and the maintenance of a baseline plan
• Explain the concept of TU and CU
• Explain options to populate the customer promotion plan
• Explain how to evaluate customer plan against sales target, funds, KPIs
• Explain how to create and maintain alternative scenarios
• Explain the different types of approval
• Explain the activities generated when approving a plan
• Explain how the forecast is calculated, adjusted and handled in versions

Promotion Planning

• Gain an overview about promotion planning
• Explain the methods used by the account manager to build up their promotional plan
• Explain the essential elements of a promotion
• Explain the planning of the overall promotional volume
• Explain the different trade investments and how to assign it to a promotion
• Explain the overall impact of the promotion on the plan
• Evaluate alternative approaches to run the promotion in order to find the best option
• Explain the promotional approval process
• Explain the impacted and the generated activities, when approving a promotion
• Explain the promotional monitoring processes, tools and metrics
• Explain the typical promotion course correcting activities and their impacts

Execution and Settlement

• Give and overview of Execution and Settlement
• Explain the generation of discount, contract settlement conditions or rebate conditions from a promotion
• Explain the integration of actual discounts with funds checkbook
• Explain the necessary In-Store Preparation activities to ensure proper in-store promotion execution
• Explain the In-Store Tracking activities that provide the account manager with visibility into the customer execution of the agreed promotion
• Explain the accruals management process for building the accruals for all conditional investments that are based on the performance of the customer in order to prepare for deferred payments
• Explain the different accruals calculation methods and their required information
• Explain the different proof of performance for validating a customer claim
• Explain the settlement process