Worksheet: Name one pricing owner and start a monthly meeting

When each account team prices on its own, trade spend drifts and finance finds out at month end. This sheet names one owner for list price, the terms structure and the promotion guidelines. It then starts a monthly meeting with a standing agenda. It builds the Competent step of the check:

A named pricing or commercial manager owns list price, the terms structure and the promotion guidelines, and a monthly cross-functional meeting reviews price and trade spend.

Step 1. Who decides today

Decision	Who decides today	Who will own it
List price change
Terms structure (which terms exist and what they pay for)
Promotion guidelines
A promotion outside the guidelines
A one-off discount
Objectives for each annual terms round

Where a row has two names, or none, that is the gap the owner fills.

Step 2. The owner

Item	Written answer
Owner (name and role)
Owns	List price, the terms structure, the promotion guidelines
Decides alone	e.g. a promotion inside the guidelines
Brings to the monthly meeting	e.g. any change to list price or to a term's condition
Measured on	e.g. trade-spend rate against target, net price per unit
Reports to

Step 3. Who sits in the room

Function	Person	Brings each month
Sales and key accounts		Terms rounds coming up, buyer requests
Marketing or category		Brand plans, promotion calendar
Finance		Trade-spend rate and net sales by account
Supply		Capacity, stock for promotions

Step 4. The standing agenda (60 minutes)

Item	Minutes	Paper from	Decision sought
Trade-spend rate against target, by account	15	Finance	Note, or act
Net price per unit against plan	10	Owner	Note, or act
Next 13 weeks of promotions against the guidelines	15	Marketing	Approve exceptions
Terms rounds in the next quarter	15	Sales	Agree objectives
Actions from last month	5	Owner	Close

Step 5. The minutes

Date	Decision	Decided by	Action owner	Due

Done when: one named person owns list price, terms structure and promotion guidelines, and a monthly meeting has reviewed price and trade spend three times.

Written for this check.