NEW SALES ROLE IN CONSUMER PRODUCTS:

FROM RELATIONSHIP MANAGER TO GENERAL MANAGER

Success with Today’s Retailers

Requires A Skilled CP ‘Conductor’

Like a professional orchestra, today’s CP company must be “right on beat” as an organization –– or it will strike a distinctly discordant note with retail customers and, as a result, with shoppers and consumers.

Because CP account teams work directly with retailers, leading manufacturers are transforming the role of sales from relationship manager to general manager, responsible for ORCHESTRATING THEIR ORGANIZATIONS’ PEOPLE, FUNCTIONS AND

RESOURCES TO DELIVER DIFFERENTIATED VALUE ON BEHALF OF THE CUSTOMER.
WHAT IS THIS EVOLVING NEW SALES ROLE, WHAT DOES IT REQUIRE –– AND
WHAT IS THE PAYOFF FOR YOU?

Mark Osborn
Director,
Industry Solutions Marketing
Consumer Products
SAP