How do we “bridge the gap” to include Distributors in the global account management process?
Select Global Retailers Critical to your Business There are about ten retailers warranting “Global Retailer” focus. However, suppliers may elect to establish teams and invest resources in one or a handful of global retailers. For example, a manufacturer selling primarily to Asia and the Americas may not need to create a team for Metro or Auchan. Establish your Team: The team should include each account manager handling the global retailer at a local level whether he is a direct employee or a member of your distributor. Executive level country managers or distributor management can be included, but should not replace the direct sales person responsible for daily account management. Roles and Responsibilities Team leader should communicate the charter of the group and include areas of responsibility and control as agreed to by stakeholders. The team leader should serve to educate the team on the global retailer’s corporate operating philosophies and initiatives, facilitate the exchange o
