Organising sales for growth

Sector: Food & Beverage

Expertise: Sales Force Effectiveness

“The team at GSG partnered with us to assess, recommend and help build the optimal sales structure and support required to deliver against our growth targets.  We found GSG’s professionalism and knowledge exceptional and together we were able to embed across our business a platform for growth with a clear plan of action for the next 5 years.” 
Michael Ritoli, National Sales Director, Asahi Premium Beverages

Challenge

One of Japan’s leading brewery and soft drink companies, Asahi Group, entered the Australian market in 2009 through the high-profile acquisition of Schweppes Australia. Now a major player in the Australian market, its leadership team was committed to accelerating profitable growth in the region.   With increasing demands on the business, the dilemma was how to get best returns from a well performing sales team while meeting Asahi’s customer requirements.

 

Solution

We partnered with National and State team leaders within Asahi to facilitate the development of an optimal organisational structure and support requirements – focused on highest value categories, brands and channels.

GSG worked with all levels of the business – bottom up and top down – to establish a fact base and actionable program of change that would better deliver against its changing customer requirements, in addition to achieving its strategic growth priorities.

 

Result

Asahi has structured its internal systems and its sales team to focus on highest value returns and more effectively serve its customers’ needs, now and into the future.