Salesforce Consumer Goods Cloud - Key Account Management

The Tableau Accelerator for Key Account Management gives you a clear view of how your Brands are performing in the marketplace,

• Uncover growth opportunities
• Shed light on competitive advantages and risks
• Identify the different types of funds used
• Optimise your trade spend by maximising promotions’ execution

Answer key business questions

• What is the Market Share of our Brands?
• How do our Brand sales compare to category sales?
• How have the Company’s Sales changed over time compared to competitors?
• How does our Brand’s Market Share grow compared to competitors’ growth?
• In which states have our Brands’ Market Share increased/decreased?
• What is the contribution of Sales with Promotion to Total Sales?
• What is the impact of Promotions on Total Sales and Market Share?
• Which Stores are the best or worst performers in terms of Sales and Market Share?
• Where are our Brands sold?
• How often do we run Promotions over the last period?
• Have the promotions been effective and successful?
• What funds were allocated, and how were they used?
• What is the volume of Claims (payment requests) to be processed?

Monitor and improve KPIs - Syndicated Data

• Revenue Market Share
• Unit Market Share
• Total Sales Amount
• Market Size
• Sales with Promotions
• Revenue from Promotions %
• Nb Stores Selling our Brands
• Nb Stores
• Nb of Promoted Products
• Nb of Products
• Market Unit Sales
• Company Unit Sales
• Market Sales Amount
• Company Sales Amount
• Average selling price
• Average Discount Amount
• Nb of Promotion Weeks

Monitor and improve KPIs – Salesforce Trade Promotion Management (TPM)

• Current Budget
• Pending Budget
• Current Balance
• Pending Balance
• Spending (Committed)
• LE Spend (Pending)
• LE Spend (Approved)
• Total Deposits (Approved)
• Total Deposits (Pending)
• Actual Rate-Based Funds(RBF)
• Remaining Rate-Based Funds(RBF)
• Total Credits (Approved/Earned)
• Total Credits (Pending/Estimated)
• Withdraws/Claims (Approved)
• Liabilities (Accrued)
• Invoice Based Costs
• Liabilities unpaid
• Total Debits (Approved)
• Total Debits (Pending)

Required attributes - Syndicated Data

• Date (date)
• Brand (string)
• Is Our Brand (string) ← expected values: “Y”, “N”. “Y” means our Company is selling the Brand.
• Store (string)
• Category (string)
• Product (string)
• Is Promotion? (string) ← expected values: “Y”, “N”. “Y” means the Product is on promotion.
• Country (string)
• Region (string)
• State Name (string)
• Postcode (string)
• City (string)
• Base_Price (numeric)
• Selling Price (numeric)
• Incremental Units (numeric)
• Base Unit Sales (numeric)
• Base Sales Amount (numeric)
• Unit Sales (numeric)
• Sales Amount (numeric)

Required attributes - Salesforce TPM ORG

The Accelerator shows data from these objects:

• Account
• Product2
• cgcloud__Account_Set__c
• cgcloud__Fund__c
• cgcloud__Fund_Template__c
• cgcloud__Fund_Transaction_Row__c
• cgcloud__Payment__c
• cgcloud__Payment_Tactic__c
• cgcloud__Payment_Tactic_Fund__c
• cgcloud__Payment_Tactic_Product__c
• cgcloud__Payment_Template__c
• cgcloud__Promotion__c
• cgcloud__Promotion_Template__c
• cgcloud__Tactic__c
• cgcloud__Tactic_Fund__c
• cgcloud__Tactic_Product__c
• cgcloud__Tactic_Template__c