Go-to-market transformation: Completely re-designed the pricing, channel rewards and sales compensation model to transition the organization from accepting whatever performance channel partners felt like providing to one that holds them accountable for adhering to the stated strategies and financial targets.
Pricing and channel reward program re-design and implementation: Transitioned pricing and channel rewards from a model in which hundreds of channel partners had their own unique discounting and rebates to a newly-designed model in which most channel partner relationships utilize a standard program that rewards the value they bring to the manufacturer while minimizing variances between channel partners.
Sales compensation re-design and implementation: Designed and implemented a sales compensation program that more effectively aligned with the organization's strategic intent and minimized overpayment for unpredictable windfalls.
Brand/channel strategy development and implementation: Led a brand / channel strategy development and implementation exercise which consolidated 30+ brands down to four and established clear, focused paths to market using a mixed direct/indirect model.
Value proposition and strategy development: Created a strategy focused on reversing share loss in North America. Strategy elements included: value proposition development, private label strategy, channel strategy / management, pricing.
Sales compensation design: Designed a sales compensation program focused on motivating field personnel to drive value creation for the enterprise as opposed to generating revenue at any cost.
Channel partner rewards program design: Designed a program to reward desired behaviors and outcomes in channel partners (e.g., dealers, distributors).
Sales resource deployment optimization: Designed and implemented a sales deployment optimization program that will enable sales management to focus resources on customers and projects that create the best financial outcomes for the firm.
Cost-to-serve methodology development: Developed a cost-to-serve methodology that provided insight into the organization’s true cost drivers and enabled better pricing and channel strategy decisions.
Sales strategy: Created a sales improvement strategy and program. Key recommendations focused on projects in the people, process and technology areas.
Value proposition and strategy development: Conducted detailed customer research to which drop the development of a revised value proposition.
Brand extension launch: Co-led the national launch of a new brand extension. Key focus areas included: marketing, sales, supply chain and measurement / reporting.
Sales effectiveness improvement: Led a large-scale sales effectiveness improvement program for a 400 person sales force. Key design and implementation projects include:
· Personnel re-organization (new reporting structure, roles and responsibilities)
· Day-to-day process and tool development
· Employee measurement
· Distributor strategy and management tactics
Marketing transformation: Led a marketing transformation program to re-position marketing department. Key design elements include:
· Personnel re-organization (new reporting structure, roles and responsibilities)
· Day-to-day process and tool development
· Employee measurement
Key Performance Indicator Measurement: Designed corporate performance measurement system to provide insight on key areas of performance. Primary activites included defining Key Performance Indicators (KPIs) and designing reports.
Sales forecasting process re-design: Redesigned sales forecasting processes to improve accuracy of sales forecasts for use in production planning and financial analysis/reporting.
Supply-chain redesign: Re-organized supply chain function to provide clearer responsibilities and push accountability further down in the organization.
Transitioning packaging to North America: Led an assessment of the feasibility of transitioning packaging operations from overseas to North America.
Business intelligence organization development: Provided oversight and design expertise to the development of a consumer intelligence organization
Contract management program design: Designed and implemented a cross-division customer contract management program to address the difficulty creating contracts that optimized value for the enterprise as a whole.
Distribution strategy development: Developed a strategy to transition U.S. business from an indirect sales and distribution model to a direct one
Pricing and trade promotion strategy development: Led a pricing and trade promotion strategy/operations-focused effort to improve bottom line performance by addressing a perceived “lack of pricing power”. Recommendations and actions resulted in $20M bottom line improvement.
Channel program redesign: Redesigned the channel reward program to focus on the elements most important to the manufacturer: Sales engagement, sales certification, transaction cost minimization and revenue growth. Channel engagement and performance improved significantly.
Sales Force Transformation Implementation: Led the implementation of a Sales Force Transformation project. The project redesigned key sales processes (e.g., contact management, retail audit, order management, trade promotion) and supported them in cutting edge technology. 3600 sales people in 15 countries speaking seven languages were affected.
Pricing tool design and implementation: Managed the design and implementation of a web-based tactical marketing application.
Pricing capabilities assessment: Led a pricing capabilities planning implementation project to address shrinking margins in a commodity industry.
Marketing and sales effectiveness program design: Managed and led a marketing effectiveness initiative for a division facing product commoditization. The project focused on segmenting the customer base more effectively and deploying marketing and sales resources properly against the new segmentation.
Pricing operations improvement design and implementation: Led the re-design of pricing structures for 200,000 SKUs. Project work focused on transitioning pricing from being customer-specific to rule-based. Resulting structures enabled the organization to improve margins and reduce pricing maintenance costs.
Sales effectiveness design and implementation: Led a sales effectiveness enhancement effort to design and implement complementary configuration, pricing and compensation schemes powered by a sales force automation application.
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