Account plans
This content is for Spring ’26. Switch to the latest version for up-to-date documentation.
An account plan is a structured way to plan and track growth with key accounts in Consumer Goods: align volume, promotions, and financial expectations with how the customer relationship should develop over the plan period.
Volume forecasting
Section titled “Volume forecasting”Volume forecasting in the account plan lets you manage SKU-level commitments across the life of the plan.
SKUs enter the forecast by:
- Manual entry in the UI
- Promotion inclusion-each included promotion product lands with its forecasted volume
- Bulk import where your process supports it
The grid shows forecast and actual sell-in / sell-out perspectives-where your configuration supplies accrual views-so you can compare planned and realised performance.
The grid supports:
- Viewing and editing data
- Tab-driven rapid entry
- Responsive layout with recalculations from your inputs
Key account managers can seed planned volumes from account or segment baselines; time grain can be quarter, month, or week depending on planning style.
Company configuration includes:
- Volume forecast source precedence - default baseline source (Account base volumes vs Segment base volumes)
- Default volume forecast period - default display grain (Quarterly, Monthly, Weekly)
Sell-in and sell-out series use notation such as W (week of year), M (month), Q (quarter); the numeric suffix is the position in the calendar year. Example:
| Notation | Period | Description (illustrative) |
|---|---|---|
| W1 | Week 1 of 52 | Early January window |
| M1 | Month 1 of 12 | January |
| Q1 | Quarter 1 of 4 | January–March |
If the account plan’s fiscal year runs July–June, the first column may present as W26, M7, Q2, and so on-aligned to your fiscal calendar.
Promotion management
Section titled “Promotion management”The account plan includes promotion management so key account managers can align plan-specific programmes with the commercial calendar.
You can:
- Add promotions-clone from historical account-plan promotions, attach eligible catalogue promotions, or start from templates
- Edit promotions by opening the Promotion Builder (or designer flow) from the selected promotion
- Delete promotions individually or in bulk where permitted
Linked promotions activate financial tracking in the plan context.
When a promotion is connected to an account plan:
- Promotion products flow into the volume forecast grid
- Forecast volumes distribute across periods using the promotion’s effective window and disaggregation settings applied before inclusion
That keeps promotional volume consistent between negotiation, forecast, and downstream reporting.