Worksheet: Give account managers a deal calculator and one shared file

An account manager without tools learns pricing from the buyer. This sheet sets up a deal calculator on a profit model whose numbers finance fixes. It plans one day of training and starts one shared file of account fact bases. It builds the Competent step of the check:

Account managers have a deal calculator, a profit model with fixed parameters, and training in selling on value and negotiating on facts.

Step 1. The deal calculator

The account manager enters the deal. The calculator shows what it earns.

Input or output	Example	Entered by
List price per case	e.g. $40.00	Fixed
Current terms for this account (%)	e.g. 22%	Fixed
Proposed extra discount or term (%)	e.g. 3%	Account manager
Cost of goods per case	e.g. $18.00	Fixed
Cost to serve per case	e.g. $2.50	Fixed
Baseline cases	e.g. 10,000	Account manager
Expected cases with the deal	e.g. 11,500	Account manager
Contribution per case		Calculated
Total contribution against baseline		Calculated
Cases needed to break even		Calculated

Step 2. The fixed parameters

Parameter	Set by	Reviewed
Cost of goods by product	Finance	Each quarter
Cost to serve by account	Finance	Each year
Current terms by account	Commercial owner	After each terms round
Expected uplift by promotion type	Commercial owner	After each post-evaluation

Nobody edits both the deal and the parameters.

Step 3. One day of training

Session	Hours	Content	Exercise
Our economics and theirs	1.5	Net price, contribution, the retailer's margin on our range	Read one account's numbers
Selling on value	2	Rate of sale, return per metre, what our range does for the category	Build the value story for one account
Negotiating on facts	2	Fact base, objectives, tradeables, walk-away	Role-play a terms request
The calculator on a live deal	1.5	Breakeven cases, saying no with numbers	Price a deal now on the table

Step 4. Start the shared file

Account	Fact base updated (date)	Last promotion results	Last terms round record	Owner

Done when: every account manager prices deals with the calculator on finance-fixed parameters, and has been trained in selling on value and negotiating on facts.

Written for this check.