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NA Sales Ops All-Team Meeting (Sept 2012)

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Judy Belles

on 2 October 2013

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Transcript of NA Sales Ops All-Team Meeting (Sept 2012)

September 28, 2012 NA Sales Ops
and
Technology Digital Sales Engine MISSION Technology MPT 3.0 Oversight and Scorecard of MPT Internal Contract against new Policy and Process

Continue to execute marketplace clean-up through SPRINT and Quarterly RTV process to support Gross to Net

Support NFS growth and to support marketplace clean-up World Class Team Sales Ops
Inventory Sales Ops Inventory Sales Ops and Inventory NA CI&P NA CI&P nike.net Technology Nike Account Partnerships Enhanced Analytics NA CI&P nike.net Technology Sales Ops & Inventory Convert ETW to FTE to support Inventory Sales Mmgt team for future growth and development Drive differentiation through Channel specific homepages

Drive segmentation through online targeted assortment selling

Manage segmentation by transitioning ordering from SROC & Customer Service to nike.net Regional CO business moved into Inventory Sales Mgmt Org for total Off-price marketplace management

Evolution of Salesforce.com as broad use CRM solution for all of NA Sales Identify Project Dragon boundaries and develop wholesale reporting to support initiative

Continued rollout of Integrated Business Planning (PUP) strategies into NA Commerce

Roll out Gross to Net Invoice reporting Q1 and Gross to Net Ship forecasting (LRSF) Q2

Develop dashboard to capture Women’s Amplify

Continued partnership with retail planning team Salesforce.com Collaborate with .COM Team to identify forecasting and reporting opportunities

Integrate wholesale data where applicable into sales force.com, nike.net and storeboard. Elevated online campaign selling: compelling story, compelling assortment, timely launch

Align with and leverage Brand initiatives on nike.net

Sales 2.0:
Lead on behalf of North America
Dynamic Assortment Selling Online service model for ALL accounts via nike.net

Partner with Customer Service on key initiatives to maximize retailers self service

nike.net accounts education and training through webinars nike.net Be THE single source of wholesale information for NA commerce and its stakeholders

Build deep analytical capabilities to support critical business decisions across functions

Standardize reporting, tools and processes
Cognos
Wholesale Forecasting
Sales Targeting
PLANET
Rep Reporting 2.0 Technology nike.net NA CI & P Technology Work with Nike Technology to ensure that the showrooms are ready for the impact of digital tools.

Upgrade showroom networks and hardware to plan for these and future technologies utilizing as close to state-of-the-art technologies as possible.

Work with Global Real Estate on any moves/build-outs to make sure all hardware is future-ready. Sales Ops
Inventory NA CI & P nike.net Support customer sell-in (Sales 2.0) strategy by ensuring that sales reps have the tools and technology they need to support the process as well as the showroom infrastructure needed to create a seamless and successful sell-in experience for the rep and the retailer. Global Pilot and rollout of integrated wholesale forecasting tool
Phase 1 LRSF Q2
Phase 2 Scenario Q3
Phase 3 GTM Forecast

Intelligence Evolution
Cognos Rollout Q1
Standard reports Q2
Dashboards Q3
Mobile Apps Q4

Evolution of Analyst Unite
One integrated team
Consistent descriptive and predictive reporting Apply Multiplier principles to everyday team interactions

Continue to enable assignments allowing people to shine

Regular team events and milestones celebrations Clearly define roles and re-allocate responsibilities based on those roles

Provide training opportunities to grow technical skills in house

Apply the principles of “Multiplier” day to day

Provide a thorough CFE process with integrated IDP plans & career maps

Continue to solidify Analyst Unite community

Be THE go to and pull from talent resource BUILD A PLANNING COE

MARKETPLACE INTELLIGENCE FOR MARKETPLACE EXPANSION

ENHANCED SALES AND INVENTORY PLANNING

INTEGRATE AND EMBED ANALYTICAL INSIGHTS INTO PLANNING CYCLE DRIVING PROFITABLE GROWTH

DESIGN A CROSS-FUNCTIONAL CLOSED LOOP PROCESS INDUSTRY DEFINING LEADERSHIP

ELEVATE & AMPLIFY CUSTOMER SELL IN FOR PROFITABLE GROWTH

ACCOUNT COLLABORATION
FOR PORTFOLIO MANAGEMENT

INDUSTRY BENCHMARK CUSTOMER SERVICE OVER INVEST FOR OUR FUTURE

CELEBRATE OUR TEAM

ALLOW STRATEGIC OPPORTUNITIES FOR PEOPLE TO SHINE

INVEST IN LEARNING AND DEVELOPMENT OPPORTUNITIES

OTP FUNCTIONAL EXPERTIZE AND LEADERSHIP DEVELOPMENT MARKETPLACE ELEVATION THROUGH PROJECT DRAGON

DRIVE SEGMENTATION AND DIFFERENTIATION

DELIVER PROFITABLE GROWTH FOR NIKE AND CUSTOMER

COMPREHENSIVE ACCOUNT MANAGEMENT

SCALE, SUSTAIN AND PAYOFF DIGITAL
SALES ENGINE ENHANCED
ANALYTICS WORLD CLASS
TEAM MISSION CREATE, TRANSFORM & GROW THE MARKETPLACE MPT 3.0 VISION MARKETPLACE LEADERSHIP STRATEGIC PILLARS NIKE NORTH AMERICA SALES FY13-15 CREATE PREMIUM DIGITAL EXPERIENCES , ELEVATING THE
BRAND ACROSS ALL CHANNELS

EXPAND MARKETPLACE CAPACITY AND GAIN DIGITAL MARKET SHARE

DRIVE PROFITABLE GROWTH BY EMPHASIZING UNDERSERVED CONSUMERS AND MARKETS

PREMIUM, DIGITAL SELLING TOOLS

STRATEGIC ACCOUNT B2B MARKETPLACE EXPANSION MARKETPLACE HEALTH PROFITABLE GROWTH NIKE ACCOUNT
PARTNERSHIPS DIGITAL SALES ENGINE
Full transcript