电商物流大客户管理推荐.ppt

* * * * * * * * On average, large account contributed xx/account and only xx account contributed over RMB 1M in profit Average: RMB 100K To be updated to annual basis Improper targeting * Current situation Account team capability Coordination with other department I don’t think our sales team is good enough at project sale and have sufficient capability to sell higher end product We are compete for resources with other department and there is no double counting * Thank You ! * * * * * * * * * * * * * * * * * * Account acquiring Example (Workplan) Contacts Customer: Id# Address: Dist Co contact Customer contact: U.S. co. 12345 200 s. Main st. Charlotte, nc Joe OSR Jim lyons Task Determine appropriate contact Have preliminary discussion regarding purchasing practice Identify key obstacles and formulate workplan Schedule initial and follow-up face-to-face visits Take initial order Establish account monitoring process Target goals for account expansion Date Week 1 Week 1 Week 2-week 3 Week 4-week 10 Week 10 Week 12 Week 12-ongoing Resp. OSR OSR OSR OSR OSROSROSR Contact tracking Results type date Called to introduce self, Distribution Co, and applicable programs call week 1 Set up meeting for site visit call week 2 Purchasing data Total Dist Co $0k $0k $0k $0k $0k $0k Competitors $600k No data $0k $0k No data $600k Supplier a, b No data N/a N/a No data ILLUSTRATIVE * Organizational implications An integrated account facing interface is necessary Account manager and sales should own account relationship and coordinate with other account interface such as channel, and marketing account relationship should be in Legend’s control 初步 * Integrated account facing interface structure Example Large Acct.Manager Account team lader1 Produt/tech specialist SI/VAR rep North china sales East china sales … Distributor rep … North china East China … North china East China … North china Specialists East China Specialists Channel Manager