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Each Account Plan includes Milestones detailing the Actions to execute in order to achieve the plan.

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Definition & Use cases 

Definition

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The following fields are mandatory at Account Plan creation:

• Owner
•  GBU (defaulted based on the GBU of the user)
•  Visibility
• Account Plan Name
•  Account Plan Stage
•  Valid Until

GBU Special Chem distinctive feature

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Picklist field Unit of Measure is using a global picklist with values : KG, T, LB, SH, T.

Account Plan Alert

In order to alert an Account Manager that the Account Plan will reach the validity date, a rule have been set up so that the system will send a mail (only once) to the Account Plan Owner when the Account Plan reaches expiration (2 months before)

Account Plan Contribution Margin

On the Account Plan object, in the Business Plan table, a rule is set up to verify that the Contribution Margin entered by the sales rep (field in % without decimals) hasn’t a value higher that Sales.

Account Plan Owner

Account Plan Owner is automatically added to the Account Plan Team as team member.

Account Plan Association Creation

Account Plan Association creation can be done by any sales having visibility on the Account Plan

Accounts linked to an account plan can be any account but Corporate Groups and ship-to.

The current approach to assign accounts to an Account Plan is to link them one by one.

In case a large number of accounts has to be linked, the system admin can support it via data load. 

Mandatory fields for Account Plan Association creation

The following fields are mandatory at Account Plan Association creation:

• Account
•  Account Plan
• Account Plan Association at Corporate Group level

The possibility is given to the GBU Data Steward of the account plan owner to create multiple associations Corporate Group – Account at once. For that, user can click on the button “New Multiple Plan Associations” available in the related list.

This feature is restricted to users with profile GBU Data Steward or System Administrator.

By clicking on this button, the user is able to select a Corporate Group and a GBU or BU (via 2 lookup fields) for which new associations “Accounts – Account Plan” will be created.

When the user selects a GBU the list of available BUs is automatically filtered

All the accounts attached to the Corporate Group that has been selected by the user (also filters on GBU and BU if selected) will automatically be linked to the Account plan.

Account Plan Association Partner Type

Only Sold-to Accounts and Ship-to Accounts can be related to an Account Plan. As explained before Corporate Groups are handled through Multiple Account Plan Associations.

Account Plan Visibility at Account level

Independently of the visibility that has been set by the user on the Account Plan, any Account plan is visible at Account level. The user will know then than another GBU is active and has an account plan associated to a particular account record, which will foster collaboration between GBUs.

Depending on the Record’s visibility (GBU Restricted or Confidential for the Account Plan Team Members), the Account Plan record itself might be blocked however to some users.

Visually displayed Milestones

Displayed milestones created in the previous year and 3 next Year Quarters are visually displayed in a dedicated section on the page.

There is a button to toggle between Open Milestones and All Milestones (open + closed).

The displayed color depends on the status of the Milestone.

Display related Opportunities

A list of all related opportunities for Accounts linked to the Account Plan and Opportunities directly related to an Account Plan is displayed in a dedicated section in the page.

This list can be filtered by GBU and/or BU and/or Region and/or Stage (Open/Closed Won/Closed Lost) – those filters are recorded on the record, no need to reselect them when opening a previously opened and filtered record.

3 dashboard components are also displayed and filtered using defined filters (if any):

• Opportunities 4 Years Forecast
• Opportunities per BU Opportunities per Market
• Opportunities per Market

Account Plan Notification

An automatic notification (email) is sent to the account plan owner when we are at X days before the valid date: 15, 30, 45, 60, 90 days before valid until date.

Lightning

Business Plan

The VF has been remove to build a lightning component similar to what we have in opportunity product forecasts.

Milestones

Milestones are now based on standard Task object. The component has two switch button:

• "Show also closed": displays milestones with status 'Completed'.
• "Show Details": displays columns Assign To/Start Date/End Date.

Accout Plan Associations

ADP associations are now handle with a new component similar to the 360° customer view:

1. The user use filters to search on accounts.
2. He selects the accounts he is interested in.
3. He adds them to selection and save when his list is ok.

Components

Account Plan Team:

The component replace the related list. It displays opportunity team members and allow to manage the team (add, edit remove members).

Related Contacts:

The component replace the related list. It allows to link several contacts to the same opportunity.

She can see the list of all related opportunities for accounts linked to the Account Plan and Opportunities directly related to an Account Plan in a dedicated section in the page.
This list can be filtered by GBU and/or BU and/or Region and/or Stage (Open/Closed Won/Closed Lost) – those filters are recorded on the record, no need to reselect them when opening a previously opened and filtered record.