Courses

Our courses

Our complete academy includes a range of courses that address all competencies required by the modern commercial manager. Containing over 400 modules and operating within a framework that's mouldable and adaptive, our programmes can be tailored to your specific capability needs at various levels within your organisation.

Where businesses have specific capabilities that need to addressing, we offer group sessions tailored to the individual client. For businesses with a limited number of delegates with specific capability needs, we also offer open programmes where attendance is not limited to a single client. See our 'Open Programmes' page for our upcoming session times.

Courses designed for all levels of your organisation

Our suite of courses have been developed for all levels of an organisation. See below for a snapshot of courses by capability level.

Foundation Suite

Suitable for: Reps, Territory Managers, Account Executives, Vendor Replenishment Planners

Core Courses:

Fundamentals of Negotiation
Commercial Acumen
Customer Planning
Selling and Objection Handling
Steps of the Call
Field Management
Code of Conduct

Accelerator Suite

Suitable for: Key/National/State Account Managers, National Business Managers, National Account Executives

Core Courses:

Advanced Suite

Suitable for: Account Directors, Channel Managers, Sales Directors

Core Courses:

Managing Complex Negotiations
Business Strategy and Planning
Advanced Revenue Management
Strategic Selling
Code of Conduct

Executive Suite

Suitable for: Executives, Senior Leadership Teams, Management Teams

Core Courses:

Creating and setting Organisational Strategy
Strategic War Gaming
Board Level Planning
Organisational Capability Planning
Code of Conduct

Managing Commercial Negotiations

Working through a proven pre/during/post negotiation framework and process, learn how to effectively plan for and execute mutually beneficial negotiations with supplier partners.

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Strategic Customer Planning

Learn how to apply best practice customer engagement and management to proactively identify growth opportunities, implement effective business plans and build and manage strategic partnerships with key customers.

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Revenue Management

Deepen knowledge and understanding of the retailer and supplier P&L, value chains and financial levers to profitably implement and manage revenue strategies and tactics for joint value creation.

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Solution Based Selling

Strengthen understanding of internal and customer financials and learn how to use them as part of the sales process. Learn an effective selling approach by providing sales solutions to win new customers, retain and grow existing customers and outperform competition.

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Customer Management

Understand customer drivers, motives and financials for more effective management of customers. Through a blend of planning, negotiation and revenue management modules, accelerate fundamental skills required to build long-term successful relationships with customers.

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Australian Food and Grocery Code of Conduct

By exploring the practical applications of the code, develop an in-depth understanding of the Australian Food and Grocery Code of Conduct, how it impacts your business and how best to use it for mutually beneficial outcomes.

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