1. First 30 Days
1.1. Regional Sales Managers
1.1.1. Regional Sales Meetings
1.1.1.1. Obtain schedule of Regional Sales Meetings to Participate In
1.2. Existing Key Account Prospects
1.3. Learn sales objectives
1.4. Service any existing accounts immediately
1.5. Learn the Ringisho processes
1.5.1. Marketing Ringisho
1.5.2. Sales Ringisho
2. 30 - 60 Days
2.1. Develop Strategic Call and Touch Cycle for Prospects
2.1.1. Coincide with TSMs when applicable
2.2. Create comprehensive prospective customer database
2.2.1. Sharable
2.2.2. Import notes across platforms (evernote)
2.2.3. Create upward reporting on sales calls for Prospects from TSM
2.3. Establish Relationships with Regions (TSMs and RSMs)
2.3.1. Training to Identify Key Accounts
2.4. Territory Sales Managers
2.4.1. Prospective Key Accounts in Territory
2.4.2. Existing Accounts with Key Account Potential in Territory
2.4.3. Establish quarterly communication process to update on Key Accounts in Territories - Status Updates and Next Action Steps
2.4.3.1. Create informative congos reports to let involved parties know what is going on and to ensure management on the territory level is going as planned
2.5. State Association Meetings
2.5.1. Obtain list of State Association Meetings
2.6. Independent Key Account Prospect Research
2.7. Understand competitor activities within territory through SWOT analysis
2.7.1. Pricing
2.7.2. Programs
2.7.3. Labs
3. Overall Strategy and Themes
3.1. Create synergy between TSM, RSM, RVP and Key Account Division
3.1.1. Develop intra-company marketing program
3.2. Obtain $1,000,000 in new business during first year
3.3. Demonstrates an obsession for customer service through customer involvement.
4. 90 Day Plan
4.1. Cooperative Group Resources
4.1.1. Cleinman Meetings
4.1.1.1. Utilize Prospect List to Attend Cleinman meetings to Target Key Accounts
4.2. State Association Meetings
4.2.1. Utilize Prospect List to Attend State Association Meetings to Target Key Accounts
4.3. Execute Call Cycle Program
4.3.1. Group 1 - Existing Customers with Growth Opportunity
4.3.2. Group 2 - Prospects with TSM/RSM Relationship
4.3.3. Group 3 - Prospects with Cleinman or other cooperative group relationship
4.3.4. Group 4 - Prospect with no TSM/RSM relationship (cold)
4.4. Establish Projected Sales Pipeline based on Achievable and Qualified sales opportunities
4.4.1. Quarter 1
4.4.2. Quarter 2
4.4.3. Quarter 3
4.4.4. Quarter 4