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Sales & Operations Planning

LEORON Professional Development Institute
Program overview
5 days
Diploma / certificate
Start dates
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Program description

Sales and Operations Planning

S&OP is a method to advance tactics that provide leadership the ability to strategically direct its businesses to achieve competitive advantage on a continuous basis by integrating customer-focused marketing plans for new and existing products. This process brings together all the plans for the business (sales, marketing, development, manufacturing, sourcing, and financial) into one integrated set of plans. It is performed at least once a month and is reviewed by management at an aggregate (product family) level. Reconciliation must happen for supply, demand and new-product plans at the detail and aggregate levels and tie to the business plan. It is a definitive statement of the company’s plans for near to intermediate term. Learning how to properly execute the S&OP is part of this instruction. The process will link the strategic plans with its execution and reviews of the performance measurements for continuous improvement. In addition, the instruction will identify what is necessary to facilitate high performing S&OP. Exercises and case scenarios will be employed throughout the program. The methodology will be demonstrated to the participants who will in turn employ what has been presented.

Admission requirements

VP’s and Directors for Operation, Finance, Sales/Marketing, Engineering (Technical Resources), Human Resources,
Information Technology (IT), Supply Chain and Procurement as well as the next tier of executioner personnel from each of these respective functional areas.

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Program content


Introduction to S&OP

»» The History of S&OP
»» Definition of S&OP
»» What is it and what it is not
»» Who is involved
What are the attributes and objectives?
»»Benefits to be derived
What is Executive S&OP?
»»How does it work?
»»What does it interact with – ERP/Supply Chain/Lean?
The Structure employed depends
»»Different environments to consider
»»Seasonal implications
»»Consideration of New Product Introduction (NPI)
»»Types of plans to consider and why


The five (5) step process

»»Time frames – Annual, quarterly, monthly etc.
»»Building and working with grids
What are the inputs?
»»Product families – how to organize
»»Operational planning
»»Finance interface


Data Requirements

»»Definitions and sources
The Demand Planning Process
»»For each environment –MTS, MTO and ATO
Supply Planning Process
»»Review performance to plan
»»Adjust operations plan to goals of backlog/inventory
Resource Requirements Planning
»»What is needed where
»»Develop alternatives for review


Implementation Path

»»Executive briefing- Decision
Players involved
»»Assignment of responsibilities
Initial Training and Planning
»»Do multiple half days
Development of a Pilot Schedule
»»What is the timeframe?
»»Points to look for
Product Family Determination
»»How many to have?
»»The selection methodology
Pilot Preparation and Execution


Adding to the Executive S&OP

»»Demand and Supply Planning
»»NPI Planning
Continuous Improvement
»» Internal and external considerations
Managing output from the process
Implementation challenges
Critical factors for success
»»Performance measurement and management
»»Success check list – eight (8) points
Case study

Tuition fees

Tuition fee: $4190



»» What are the S&OP activities for guiding and controlling the business
»» What are the roles of the participants
»» The significance of planning at the product family level
»» How S&OP links with other planning and control processes
»» How to attain the desired planning and business outcomes
»» What the role of S&OP is in supply and demand balancing
»» What are each of the S&OP process steps
»» How to identify the planning factors
»» How to identify the desired planning & business outcomes
»» What is needed to calculate an inventory plan
»» How are customer service, inventory and backlog are related
»» Learn what the outputs are from the S&OP process steps
»» What are the key cost criteria needed in comparing production approaches
»» Understand the relationship to resource determination
»» How to measure, monitor and improve the S&OP process/results
»» What are the eight (8) building blocks for successful S&OP employment

About this institute

LEORON Professional Development Institute

LEORON is the fastest growing global training institute in the World, having evolved over the past 11 years into a dominant training institute that offers a comprehensive set of training and development solutions to both individuals and businesses.  Our locations...

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Why study at LEORON Professional Development Institute

  • LEORON have worked with some of the largest companies in the World - but importantly we care about the individual. Through our Customer Happiness Team we ensure that everyone who attends a LEORON course has the support before, during and after to ensure their training needs are met.
  • We offer the highest level of training delivery, whether that be in our live-virtual training or in-classroom sessions, with our expert instructors guiding you through everything so that you’re left feeling assured and confident to utilise your new knowledge going forward.

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LEORON Professional Development Institute


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