1. Grocery Rules of
Account Management

2. Your role as an Account Manager is to:
Understand their business better than anyone
Proactively develop business with the customer
Establish strong relationships with the decision makers and key influences within the business
Understand the capabilities/limitations of the customer
Deal with day-to-day business in a professional way
Develop a partnership so your account can rely on you
You are the Smiths News brand ambassador to your customer
Insert presentation title. Go to Insert > Header and footer

3. Know your customer better than anyone else
Know the market that you and your customer trade in
Develop the partnership so the customer relies on you
Be the expert
Conduct regular store visits to gain insight
Look for opportunities to add value
Know your competitors and their strategy
Speak the same language as your customers
Request, from the customer, visibility of their internally conducted insight & research
Always provide appropriate information at the right time
Understand and facilitate relationships at all appropriate levels, as per customer’s requirement
Have a Joint Development Plan with clear objectives, accountabilities and timings
Insert presentation title. Go to Insert > Header and footer

4. Agree frequency of meetings with customer
Conduct account meetings appropriately and professionally
Agree frequency of meetings with customer
Agree Contact meetings and Business Reviews e.g. Monthly Account Meetings with Quarterly Reviews
Schedule meetings, for full year if possible, and share with Line Manager
Adhere to agreed frequency
Send Agenda and previous Minutes to accounts ahead of meeting and gain input on agenda from customer
Account Meetings: Populate Standard Account Pack with up to date information
Business Reviews: Populate Standard Business Review Pack and Update Internal Brief with up to date information
Print and Bind enough copies of packs for all attendees
Ensure appropriate grooming & business dress (suit, shirt / blouse, tie, shoes)
Plan to arrive with sufficient time ahead of meeting time
Abide by agreed timings and condense / expand on agenda as appropriate
Complete Standard Contact report and circulate within 2 working days of meeting
Follow through on actions / outputs of meetings and keep stakeholders informed
Insert presentation title. Go to Insert > Header and footer