Translating customer rebates for sales, finance and commercial teams - Enable blog
Summary
When it is done well, rebate management improves partner relationships, provides financial compliance and reduces audit risk. Let’s take the example of a manufacturer that has sales people (account managers) who spend time meeting with their customers and doing joint planning work on their rebate deals in order to sell more goods, in specific places or times.Separately, in another part of the business, commercial teams design offerings including standard rebate deal types and a variety of customer programs specifically created to serve a particular business purpose. It wasn’t just a problem for the customer and for finance: if that accrual fed into a company financial statement it was bad for investors, and for business, too. But sometimes the manufacturer would have different records that didn’t match, resulting in confusion and many hours or days of everyone’s time to resolve this issue. In this world, people follow agreed rebate management processes that are tracked and stored systematically too.
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