Commercial Management

Commercial Management
All the manager needs to know about business finance

One of the aspects that increasingly differentiates senior managers is their highest level of commercial acumen. This module is designed to equip NAMs, BAMs, Sales Directors, Retail Managers and Buyers with a practical grounding in the financial aspects of FMCG manufacturing, retailing and distribution. Assuming no previous financial knowledge, the module provides the tools, tactics and techniques to give senior sales people a much sharper commercial insight into their own business and their key accounts businesses, along with an understanding of retail concepts such as supply chain and category management.

As a result of attending, participants will become more confident in using shared financial information to gain competitive advantage through the building of long term and mutually profitable win-win relationships.

This course is only available as an in-company training programme.

Programme Contents
An Introduction to Financial Management Learning from the Major Multiples
The Financial Structure of Business - Analysing and Understanding the Balance Sheet.
Stock, Debtor and Creditor Management
Working Capital Management
The Critical Importance of Generating and Managing Cash
Funding and Investing in the Business
Brand Valuation and Goodwill
The Financial Performance of Business - Analysing and Understanding the Profit and Loss Account.
Managing Variable and Fixed Costs
The Importance of Managing Gross Margin
Financial Performance Benchmarks for Retailers, Wholesalers and Suppliers
Optimising Price, Volume and Margin for Maximum Profitability
Strategic Pricing
Drivers of Shareholder Value and how they can be Influenced during the Sales Process.
Contribution Analysis, Direct Product Profitability and Profit Density
Financial Implications of the Product Life Cycle
Break Even Analysis
Evening Self Study Individual Action Plans