Consumer Goods (FMCG)
Key Account Management skills assessment
Key account managers grow brands inside major retailers. This scorecard covers retailer relationships, planning, negotiation, category insight and forecasting so consumer goods companies can develop account talent consistently.
- 10 skills to score
- 1–10 scale on every skill
- 6 starting levels
The 10 Key Account Management skills you can score
These are the default Key Account Management skills in SkillScorer. Each one is scored from 1 to 10 for every team member, and you can edit, remove or add skills at any time.
Retailer Relationship Building
Builds trusted relationships with buyers and category managers.
Joint Business Planning
Develops shared growth plans with clear targets and actions.
Trade Terms and Promotional Negotiation
Negotiates pricing, promotions and terms that protect margin.
Category and Shopper Insight
Uses data to advise on range, space and shopper behaviour.
Sales Forecasting and Demand Planning Input
Forecasts volumes and works with supply chain.
Promotional Planning and Post-Event Analysis
Plans promotions with retailers and analyses results afterwards to see what worked.
New Product Launch Execution
Executes new product launches with retail ranging, pricing and in-store support.
Data Analysis and Retailer Portals
Uses scan data and retailer tools well.
Problem Solving on Out-of-Stocks and Service Levels
Solves out-of-stock and service level problems quickly with retailers and supply teams.
Presentation and Influencing Skills
Presents recommendations persuasively.
Levels included with Key Account Management
Key Account Management starts with 6 levels, which SkillScorer calls “Seniority Level” for consumer goods (fmcg), so team members can be grouped and compared fairly. Rename, reorder or replace them at any time.
- Graduate
- Representative
- Senior Representative
- Team Leader
- Manager
- Director
How Key Account Management works in SkillScorer
Score
Each team member in a territory is scored on the Key Account Management skills in the Skills Matrix: tap a cell, type a score, and it saves itself.
Compare
Rank team members, compare two side by side, or compare your territories against each other to see exactly where the strengths and gaps are.
Track
Scores are kept year after year, so you can see who is improving and which Key Account Management skills need attention. Reports also follow each team leader's territory.
Key Account Management scorecard: common questions
What skills does the Key Account Management scorecard include?
SkillScorer's Key Account Management scorecard covers 10 skills: Retailer Relationship Building, Joint Business Planning, Trade Terms and Promotional Negotiation, Category and Shopper Insight, Sales Forecasting and Demand Planning Input, Promotional Planning and Post-Event Analysis, New Product Launch Execution, Data Analysis and Retailer Portals, Problem Solving on Out-of-Stocks and Service Levels and Presentation and Influencing Skills. Each one comes with a written description of what it measures, and you can edit, rename, remove or add skills to suit your organisation.
How are team members scored in Key Account Management?
Every team member is scored from 1 to 10 on each skill (1 = Poor, 5 = Average, 10 = Elite), one territory and year at a time. Scores autosave in the Skills Matrix, and the 18 built-in reports turn them into rankings, radar charts, skill gaps and year-on-year trends.
Which levels come with Key Account Management?
Key Account Management starts with these levels (called “Seniority Level” in the app): Graduate, Representative, Senior Representative, Team Leader, Manager and Director. They are just a starting point, so you can rename, reorder or replace them.
Can I change the Key Account Management skills and wording?
Yes. The skills, levels and labels are all editable per organisation. In consumer goods (fmcg) the app talks about team members, territories and team leaders, and you can change any of those words too.
Score Key Account Management with SkillScorer
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