resources booklet 2 with links

Please come in & stop by the Segmentation & Engagement Concierge Desk for resources, tools and tips

Contents

Account Plans (Coming soon)

Roster Updates

Account Engagement (Coming soon)

Roster, Client ID & IATA Resources

Business Development

Unmanaged ClientIDs & IATAs

Business Development Reporting

Segmentation (Coming soon)

Key Roster Processes

Sales Incentive Plan SOPs

Account Plans

Coming Soon

Account Engagement

Coming Soon

Business Development

For Sellers with a BD target, our objective is to provide straightforward and engaging training on how to identify and process a BD lead.

Please note if you have a BD Target, those in the following offices can add BD accounts into your roster in the quarter for the quarter:ASO EMEA Hub; ASO Russia & CIS; ASO UK&I; ASO Europe; ASO Arabian Peninsula; HWS Africa; HWS Arabian Peninsula; HWS Egypt & Levant.

Every other office has a roster start date of 1st of the following quarter, if the account is qualified before the 20th of the second month in the prior quarter.

For example: Roster request submitted by 19th May will have a roster start date of 1st July, and anything submitted on or after 20th May will have a start date of 1st October.

Video Training To understand how to identify and process a BD lead click on the video below to access a fantastic 14-minute video that walks you through the process with useful insights, with a few laughs along the way!

Refresher Training For a short refresher training presentation, click on the book below

Refresher training

Business Development Reporting

To review the EMEA Business Development Dashboard please click on the below image

Key Roster Process

Key deadlines ensure roster integrity and align with planning cycles. Please click here to review the current roster deadlines.

All roster updates are processed through Salesforce, ensuring governance, traceability, and leader approval via the Roster Requests Dashboard.

Four approved pathways include Annual Review, New Accounts, Team Member Management, and limited Q3 exceptions to maintain process clarity, see next slide

Exceptions like account expansion, spin-offs, and data corrections are edge cases handled separately to reduce confusion and streamline processing.

Roster Updates

• There are four approved pathways are available throughout the year for managing roster changes:Annual Roster Review; New Accounts; Team Member Management and Q3 Exceptions.

• These options empower you to respond quickly to market dynamics while maintaining clarity and consistency across regions.

• Note: All Roster updates must be submitted via one of these four approved pathways. Any requests made outside of Salesforce or outside of these pathways, will not be processed.

• Click on the below pathways to learn more

1.

2.

3.

4.

Annual Roster Review New Accounts Team Member Management Q3 Exceptions

Roster, Client ID and IATA Resources Salesforce is now the single, trusted view of accounts, coverage, and Client IDs/IATAs, giving you clarity on what you own and what drives your goals and SIP. With fewer systems and clearer governance, changes are easier to track, less error-prone, and more transparent.

This helps avoid surprises during goal setting and makes it easier to manage your accounts with confidence.

• Training on Rosters, Client IDs & IATAs from G&S April 2026

• Navigating Account Requests

• Slide deck from above training

• Client ID & IATA requests

• Navigating Account Requests

• Submitting Account Roster Requests

• Rate Access Overview

• Guardrails & Exceptions

• Roster & Roster Scopes

• Account Roster Scopes Area & Country Cheat Sheet

• Using Rate Access – Pricing Offers

• Rate Access Overview

• Using Rate Access – RFP Coversheet

• Rate Access Records In pricing Offers & RFP Coversheets • List Views & Reports • For Leaders:- Dashboard & Approvals

• Account Roster Requests – For Leaders

(For leaders to view summary of their region & team’s rosters requests)

• Team Members & Managers

(For all team members to view a summary of their account rosters)

Unmanaged ClientIDs & IATAs

For the mapping of unmanaged ClientIDs and IATAs, please first check whether there is any existing production against them before submitting a request to have them mapped to one of your accounts.

Please refer to the book below for step-by-step guidance on how to complete this check.

Segmentation

Coming Soon

SIP Information Please click on the below books to view the 2026 HWS EMEA or HWS EMEA ASO Sales Incentive Plan SOPs