SNAPDEAL Case Solution Final

Account Management
Case Study

AGENDA FOR THE PRESENTATION

AM’s Performance Measurement
Framework

Seller’s Classification

Seller Evaluation Framework

Challenges Faced – Sellers
Prespectives

Account Management

Initiatives to Increase Sales
[SNAPDEAL Actions]

Initiatives to Increase Sales
[Sellers Actions ]

Proposed structure - “AM – Sellers” alignment
Account Manager

Number of Sellers Handled

Rishi

272

Omi

445

Akki

42

Sid

16

Vinod

5

Account Manager

High Revenue Account

Sid

•
•

Unit Sales

Rishi

14532273

Omi

21441775

•

Akki

71406108

•

Sid

162822341

Vinod

276000

•
•

Akki

Medium Revenue
Account
Rishi

Omi

New
Accounts
Vinod

Current Account Management Team is currently aligned on total revenue size or unit sales of sellers account
This must be on the basis of the experience of the account manager in handling the sellers
•
Big Account are managed by Senior AM
•
Medium Account are managed by Deputy AM
•
New Account are managed by a Deputy AM who has recently joined
Sid & Akki are handling the sellers with high revenue size or unit sales. This are the Big sellers account or Key accounts
Rishi & Omi are handling the sellers with medium revenue size or unit sales .This are the mid size sellers account
Vinod is new to the team and handing the new sellers on-boarded
Account Manager are having sellers which are operating in all the product categories and below to any region of India

Proposed structure - “AM – Sellers” alignment
High Revenue Account

Sid

Account Lead 1

•

Medium Revenue Account

Akki

Account Lead 2

Account Lead 1

Account Lead 2

Rishi

Omi

Account Lead 1

Account Lead 1

New & Small Revenue Accounts

Vinod

New Deputy AM

Lack of Backups in the Original Structure
•
High Revenue Account
•
High Revenue Account Manager will be supported by Two Account Lead
•
Account Leads will focus on the day-to-day operations and look are the issues/problem related to the Key Accounts
•
Account Manager will focus more on the