Define independent decision limits
Establish which changes an account owner may agree and which need another person. Criteria can concern condition type, scope or budget impact.
The aim is not approval for every routine action. The route should reflect significance and be understood before a customer promise is made.
Record scope and reasoning
Customer, products, period and interaction with other campaigns need clarity. “Special terms” is insufficient for calculation.
Retain justification and approval. This distinguishes one-order exceptions from wider arrangements without reconstructing the discussion from memory.
Carry the decision into execution
Approval should update applicable data and reach the right people. Otherwise, a formal decision stays disconnected from actual calculation.
For a sales director, the objective is accountable decisions without blocking work. Trade Marketing retains documentation and terms. Permissions and approval flow still need to fit the company so an exception remains deliberate rather than a hidden extension of the standard offer. Subsequent reporting should identify it as the agreed exception rather than an unexplained variance.