Case Study
Transforming sales capability through Key Account Training
Participant: Sales Analyst → Field Sales Manager
Company: McCain Foods NZ → Suntory Oceania
Program: Bizadvisor’s Key Account Training
Industry: FMCG (Fast-Moving Consumer Goods)
Background
At the time of enrollment in Bizadvisor’s Key Account Training, I was working as a Sales Analyst at McCain Foods NZ, entering the FMCG industry with limited experience. My goal was to build practical skills that would enable a career transition into customer-facing roles.
Training Experience
The training program was immersive, hands-on, and directly aligned with FMCG commercial realities. Through practical workshops, I gained critical capabilities including: Commercial Acumen, Strategic Account Planning and Stakeholder Relationship Management.
The curriculum was highly relevant, focusing on real-world applications and strategic thinking required in high-performing sales teams.
Commercial Acumen
Understanding profit levers, trade investment, and ROI.
Stakeholder Relationship Management
Add your pricing strategy. Be sure to include important details like value, length of service, and why it’s unique.
Strategic Account Planning
Building business plans tailored to specific retailer needs.
Impact on Career
After completing the program, I successfully transitioned to a Customer Manager role at McCain, where I was responsible for building customer-aligned business plans for major accounts like Foodstuffs North Island.
Now, as Field Sales Manager at Suntory Oceania, I lead a team of seven, applying the same core principles daily:
- Negotiation with retail partners
- Customer needs analysis to guide team strategies
- Data-driven coaching to improve sales performance across multiple channels
The training helped bridge my analytical skill set with strategic customer management, forming the foundation for my leadership growth in FMCG.
I highly recommend Bizadvisor’s Key Account Training to any FMCG sales professional. It’s practical, commercially focused, and accelerates career development by building both the hard and soft skills essential for success.
Recommendation
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