Sales & Key Account

Walk into every negotiation already ahead.

Molsaro prepares your team for the meetings where revenue is decided. It assembles the account’s full picture — sell-out performance, price and promotion history, competitor moves, and the retailer’s own stated priorities — into a Meeting Brief with asks your sell-out record supports and guardrails agreed before anyone sits down.

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Meeting Brief · Arden & Frey · Spring range review

12 March

The category grew through us: Vela added +1.8 pts of category growth at Arden & Frey over 52 weeks — the strongest case in three years for two more facings.

Vela 1.5L Category Promoted weeks

Sales & Key Account | Molsaro

W1W26W52

Net sales, 52 wk
€4.62M
Share of category
14.7%+1.8 pts
Promo share of volume
31%held

Assembled from

  • 104 weeks sell-out
  • Promotion calendar
  • Retailer priorities
  • CRM notes

52 weeks to 01 March · Arden & Frey, all doors · EUR

Asks & support

  1. Two additional facingsVelocity holds top-quartile at current spacing
  2. End-cap in P04The category’s highest-lift window
  3. Hold the price ladderThe gap to own label is at its working floor

Guardrails

  • Promo depth ≤ 25%
  • No incremental listing fees
  • Walk-away: margin floor held
A Meeting Brief for the Arden & Frey spring range review: a verdict on category growth, a 52-week sell-out trend against the category, an account snapshot, three asks each with the performance that supports it, the agreed guardrails, and the sources the brief was assembled from.

Account diagnosis

Every swing in the account, explained.

When an account moves, the team gets the story behind it before the buyer asks. Distribution, price, promotion, competitor activity and season are each quantified against the period plan, with the one driver that actually explains the swing called out.

Gesa Apotheken · Alveon · P07 vs plan

Net sales landed −4.2% against plan — one driver explains most of it.

% vs plan

  1. Plan

    0.0

  2. Distribution

    −6.1

  3. Two regional delistings in P05 — recovery case attached.

  4. Price

    +1.9

  5. Promotion

    +2.4

  6. Competitor

    −2.8

  7. Season

    +0.6

  8. Everything elseBalancing

    −0.2

  9. Actual

    −4.2

P07 · Gesa Apotheken, all doors · EUR · the balancing factor closes the bridge

A horizontal waterfall for Alveon at Gesa Apotheken in period 7. Plan sits at zero. Distribution removes 6.1 percent, price adds 1.9, promotion adds 2.4, a competitor launch removes 2.8, season adds 0.6, and a balancing factor of minus 0.2 closes the bridge to an actual of minus 4.2 percent against plan. Distribution is the called-out driver: two regional delistings in period 5.

Arden & Frey · preparing the spring review

  1. Account director

    Prepare the Arden & Frey spring review. We want the end-cap back and two more facings.

  2. Negotiation Prep

    Built from 104 weeks of sell-out and the current trade terms: three asks, each with its support and a walk-away line. One flag — promo depth beyond 25% breaks the margin guardrail you set in March.

  3. Account director

    Keep the guardrail. Add the asks to the brief.

  4. Negotiation Prep

    Added. The brief is ready for Thursday — want a one-page version for the buyer?

Asks matrix

The ask The support Walk-away
Two facings Top-quartile velocity at current spacing Hold at one
End-cap, P04 Highest-lift window in the category P06 alternate
Ladder held Own-label gap at its working floor −2% list, capped
Confirmed by you before anything is sent or saved.

Negotiation prep

Every ask, backed before you make it.

Hand the preparation to Negotiation Prep — the specialist that builds retailer negotiation briefs and joint business plan briefs.

  • It works from the account’s sell-out record, the trade terms in force, and the retailer’s stated priorities.
  • Every ask arrives with the performance that supports it and the walk-away line behind it.
  • You confirm what goes in the brief. Nothing is sent or saved without you.

Sell-in scenarios

Terms you have already seen play out.

Before the team signs next year’s terms, it sees them play out — each course simulated against the accepted plan, with the revenue and margin range it carries and the guardrails it has to hold.

Reference case Accepted plan · Toolport FY27 · net sales €12.4M · margin 31.8% · margin floor 30.0%

Course A — deeper promo, same funding

Net sales

€12.9–13.6M

Margin

29.4–31.5%

Volume

+6.0–11.5%

Margin range crosses the floor in the low case.

Course B — distribution push, promo held

Net sales

€13.0–13.3M

Margin

31.6–32.4%

Volume

+3.5–6.0%

+€0.6–0.9M net sales against plan, floor held.

accepted plan margin floor expected range

Chosen course routed for approval — Sales lead, Finance · 09:41, 04 March

  1. 05 Aug

    Arden & Frey

    Vela 6×0.5L velocity −12% in two weeks — promo gap against the category leader.

    Owner · K. Brandt

  2. 29 Jul

    Gesa Apotheken

    Competitor launch reached 68% of doors in eight weeks — response case ready.

    Owner · S. Ilić

  3. 22 Jul

    Toolport

    Order pattern running ahead of plan for six weeks — early sell-in window.

    Owner · M. Faber

Always-on watch

Risk surfaces while there is still time to act.

Between meetings, Molsaro watches every account — share and velocity anomalies, competitor moves, promotion breaks. Each alert arrives with the analysis behind it and the account owner named, so the next review starts from what changed.

Four industries

Wherever your revenue is negotiated.

The same preparation, in the accounts each industry actually sells.

  • Sales & Key Account | Molsaro

    Consumer Goods

    Range reviews and joint business plans with grocery and drug majors.

  • Sales & Key Account | Molsaro

    Pharma & Life Sciences

    Pharmacy chains and wholesalers, with Veeva CRM connected.

  • Sales & Key Account | Molsaro

    Retail

    Supplier reviews and own-label decisions, argued from the category.

  • Sales & Key Account | Molsaro

    Manufacturing

    Distributor and channel-partner terms, grounded in the order record.

Agents for account teams

Put a specialist on every account.

Five specialists ship with the platform. Each returns finished work with the accountable owner named.

  • Account Strategy Dossier

    Performance, competitive dynamics, distribution gaps and a negotiation playbook for one key account.

    Dossier

  • Negotiation Prep

    Retailer negotiation briefs and joint business plan briefs, with the asks and the walk-away lines.

    Brief

  • Retailer Intel

    Retailer strategy and performance at your account — priorities, initiatives, and what changed.

    Scorecard

  • Trade Terms

    Trade spend and terms by component, compared across accounts, with the terms up for negotiation flagged.

    Comparison

  • Channel Mix

    Where the portfolio earns its margin by channel, and which channels are over- or under-indexed.

    Comparison

Your admins can publish their own specialists alongside these.

Connected to the systems your account team already runs — CRM notes and account plans arrive in the same picture as sell-out, pricing and trade terms.

  • Salesforce
  • HubSpot
  • Dynamics 365
  • Veeva CRM

Get started

Your next review is already on the calendar. Arrive ahead of it.

Pick the account and the meeting. We will show you the preparation.

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