Reynolds American Inc.

Reynolds American Inc. is a leading name in the tobacco industry, recognized for its dedication to manufacturing and marketing a wide array of tobacco products. Interestingly, Reynolds American Inc. is an indirect, entirely owned subsidiary of the British American Tobacco (BAT) Group. With an estimated workforce of around 5400 employees, they maintain a significant presence within the U.S. tobacco market.

Reynolds American's goal, symbolized by their mantra "Creating a Better Tomorrow™," is embodied in their commitment towards reducing the health impact of their business. The company consistently strives for inclusivity, believing that it is crucial to shaping a better future.

Owing to its robust operations, Reynolds American's operating companies were responsible for selling approximately 28% of all cigarettes in the U.S. in 2010. It has leveraged its success to further solidify its market positioning through strategic acquisitions. Most notably, it announced the purchase of Lorillard Tobacco Company in 2014 in a business deal that was valued at $27 billion. Later in 2017, British American Tobacco agreed to purchase Reynolds American for a massive $49.4 billion.

Reynolds American Inc. is acknowledged for maintaining a pleasant and conducive working environment. This is quite evident from the testimonials of their employees, who appreciate the encouraging culture that the company fosters. The company's headquarters is located in Winston-Salem, North Carolina.

More about Reynolds American Inc., its operating companies, and its vision can be discovered through their website - reynoldsamerican.com.

Executive Summary

The proposed sales plan is targeted at Reynolds American Inc. with a primary focus on addressing their identified pain points through applicable SaaS (Software-as-a-Service) solutions. These pain points include efforts towards creating healthier alternatives to traditional tobacco products, streamlining operational processes within a growing or changing company structure, optimizing business portfolios, aligning product development and marketing strategies with evolving market trends and consumer preferences, and undergoing a comprehensive digital transformation.

Company Information

Sales and Marketing Goals

1. Offer an advanced analytics solution to help Reynolds innovate their product efforts for healthier alternatives.
2. Propose a comprehensive management software solution to streamline business operations across different subsidiaries and operational regions.
3. Present a business intelligence software to support acquisition strategies, maintain competitive positioning, and drive decision-making.
4. Promote a dynamic research and development tool along with efficient marketing automation software to bring about effective market penetration strategies.
5. Advocate for a comprehensive IT consulting service to guide the company through their digital transformation journey.

Product Strategy

• Showcase product capabilities in relation to the pain points identified in the client's business.
• Demonstrate how these capabilities translate into long-term value and provide solutions for the company.
• Customize demonstration based on customer's specific needs and business scenario.

Prospecting Strategy

• Reach out to identified key decision-makers in the company.
• Understand their unique challenges and discuss existing pain points.
• Provide a meaningful soft introduction to possible solutions.

Relationship Strategy

• Establish a reliable point of contact within Reynolds American Inc.
• Build a trusting relationship through consistent communication and support.
• Address inquiries promptly and professionally to maintain customer satisfaction.

Sales Process Strategy

1. Initial Contact: Establish the first point of contact and introduce the proposed software solutions.
2. Needs Assessment: Understand company's specific needs and challenges.
3. Solution Presentation: Present SaaS solutions tailored to address the company's pain points.
4. Objection Handling: Address any concerns or objections raised during the presentation.
5. Negotiation and Close: Negotiate terms and conditions, and finalize the agreement.

Sale Forecast

The sales forecast will be determined based on the budget that Reynolds American Inc. has for technological investments, the number of licenses they would require, and the overall scale of implementation.

Conclusion

The sales plan aims to pitch suitable SaaS solutions to Reynolds American Inc., bringing them closer to achieving their goal of "Creating A Better Tomorrow™". By directly addressing their pain points, the plan aims to build a robust business relationship and foster long-term collaboration.