The Havens Company


Professional Sales and Marketing Management


A Guideline for Implementing and Managing a National Sales/Marketing Plan


 

"Plan your Work, and Work your Plan"

 

Measuring Success:
9 Key Criteria

  • ATTRACTION AND RETENTION OF HIGH-PERFORMING SALESPEOPLE
  • RESPONSIVENESS TO CUSTOMERS
  • PROFITABLE RELATIONSHIPS
  • SALES AND MARKETING INTEGRATION
  • INNOVATION
  • CUSTOMER LOYALTY
  • LEVERAGING OF TECHNOLOGY AND E-COMMERCE
  • SPEED TO MARKET
  • GLOBALIZATION

Achieve success by utilizing the following work related activities:

  • Teaming
  • Meetings
  • Customer Interactions
  • Mentoring
  • Peer to Peer Communication

Management Objectives and Responsibilities

I. Sales Management Initiatives

  • Hiring, training, motivating and managing independent sales agencies
  • Provide quality sales materials
    • Brochures, sell sheets
    • Pricing
    • Terms of sale
  • Develop and implement sales policies and procedures
    • Manual provided to field, kept current
  • Develop and manage sales budgets
    • Annual Sales budgets in dollars
    • Business opportunities identified
    • Build account base via mapping for independents and select targeting for key accounts
      • Market segmentation analysis
  • Create and prioritize sales goals, quotas-monthly, quarterly, annually
    • Corporate goals
      • Dollars, account penetration, rooftop base
    • Agency goals- BPI as a guide
  • Develop sales programs and incentives
  • Semi annual business review meetings- product introductions, training, replacement when necessary
  • National sales meeting- plan and produce
  • Trade show preparation and participation
    • Provide display schematics
    • Ship samples in on time
    • Appointments with key accounts
    • Staff support from marketing
  • Create, utilize sales reports- shipping and orders
  • Bi-weekly or monthly newsletters
    • Motivational
    • Success stories
    • Policy changes
    • Trends
  • Develop / manage Tel Mark strategy, policies, goals
  • Develop / implement strategy for selling in Canada
  • Develop Strategy Plan
    • By product category
    • By channel of distribution
    • Account specific
    • Profitability
  • Target key independent accounts- utilize field reps
    • GCC, Ideation, SRG, Kirlins, Coach House, WnS, Candleman
    • Manage forecasting
    • Support all presentation materials
    • Approve all terms of sale
  • Target key Department and Specialty accounts- utilize agency key account rep, rep specialist, house
    • Manage forecasting
    • Support all presentation materials
    • Approve all terms of sale
    • Provide guidelines for exclusive product-development, sampling, shipping time frames

II. Marketing Initiatives

  • Develop processes for taking new product to market
  • Develop new channel opportunities
  • Participate in product development
  • Produce forecasting
  • Market trends/ publish to field
    • Gift Beat, etc
    • Outside market research
  • Develop / implement E-business strategy
  • Create / maintain 12 month promotional/ activity
    • Same for all key accounts
  • Participate in costs / pricing for all new product
  • Development of new product for special requests

III. Customer Service Initiatives

  • Fulfillment- on time and complete
  • Damages and defectives credits
Tom Havens
10811 E. Butherus Dr.
Scottsdale, AZ 85255
480-991-6330
Fax 480-991-8601
E-mail: thomasahavens@gmail.com