Sales Management Presentation

Group - 2
Topic: Sales Structure of 2 industries

THE TEAM (alphabetical order):
Chetan - 111
Dhruva - 96
Harshad - 120
Namrata 86
Narendra - 66
Pratik - 121
Pradeep - 64
Sagar - 125
Suraj 77
Switi - 133

Presentation Flow-line
FMCG - Biscuit Industry:
Size of the Market
Targets
Proposed structure
Compensation

Telecom Service Provider - Vodafone
Size of the Market
Targets
Proposed structure
Compensation

The Indian Biscuit Industry
Introduction Biscuit Industry
Size of market estimated is INR 20,000 crores
60% of the market is the organized sector and unorganized
sector accounts for 40%
CAGR of 10% over the last 5yrs
India Biscuit Market 3
rd
largest after USA and China
Three domestic players dominate 80% of the Biscuit Market:
ref feb 2014 report by euro monitor
Parle
Britania
ITC [Sunfeast]


ITC Biscuits SBU
THREE LEADING COMPANIES DOMINATING 80% MARKET SHARE

Cont. Biscuit Industry
Key players International
Smith Kline Beecham
Sara Lee
Kellog
Heinz



The Sunfeast basket
TARGETS
TARGET SEGMENTS:
Compete in all traditional segments Glucose,
Marie, Snack, Nice
Target the upper upscale segment with range of
premium cream variants
Create & own the exclusive cookie segment
TARGET:
ITCs Biscuit business is targeting sales turner over of
INR 3800/- crores for the FY2014-15
Sunfeast distribution flow diagram
FACTORY
C&F AGENT
WHOLESALE
DISTRIBUTOR
DEALER
RETAILER
CEO-FMCG Businesses
Rem - 1 Cr
Sales INR 3800 Cr
GM Sales
Rem INR 60 L
Sales INR 3800 Cr
District Manager
Rem - INR 40-50 L
Sales INR 3000 Cr
Head Modern Trade
Rem - INR 40-50
Sales INR 800 Cr
National Sales Manager
Rem INR 30-40 L
Sales INR 800 Cr
Regional Sales Manager (One for every
district)
Rem INR 15-25 L
Sales INR 200 Cr
Asst Manager / Area Manager / Area Executive
for the Branch
Rem INR 5-15 L
Sales INR 10 Cr
BUSINESS HEAD
BISCUITS
Rem - 1 Cr
Sales INR 3800 Cr
GM Sales
Rem INR 60 L
Sales INR 3800 Cr
District Manager - North
Rem - INR 40-50 L
Sales INR 800 Cr
District Manager - West
Rem - INR 40-50 L
Sales INR 1000 Cr
District Manager - South
Rem - INR 40-50 L
Sales INR 800 Cr
District Manager - East
Rem - INR 40-50 L
Sales INR 400 Cr
Branch Manager 4 / 5
Rem INR 20-30 L
Sales INR 250 Cr
Asst Manager 5 / 6
Rem INR 15-25 L
Sales INR 50 Cr
Area Manager 2
Rem INR 8-13 L
Sales INR 25 Cr
Area Executive 3 / 4
Rem 3-7 Lakhs
Sales INR 7 - 10 Cr
Sales Structure
Head Sales
[30lac]
SME/Crop Enterprises
/Modern Trade/ Direct
Sales Prepaid/Postpaid
voice and data
Retail Head Vodafone
Stores Postpaid Voice
and Data
Distribution Head
Prepaid Voice and Data
SME / CORP / Enterprise
Enterprise
Head
Key Account
for SME &
COR (KAM)
Customer
Service
Manager
TL for SME
TL for
Enterprises /
COR
DSE CORP /
ENT
DSE ENT
DSE SME
DSE Direct
Sales
Postpaid
Retail Head
Zonal Retail
Lead
Channel
Manager
Postpaid
Store Manager
Store VS
Vodafone Mini
Store
Vodafone Direct
Distributor mini
store DDVMS
Vodafone
Associate
Distributor
DDVMS
Direct Sales exe
postpaid, DSE
Postpaid
Distribution Prepaid
Distribution Head
Zonal Distribution
Lead
Area Sales Manager
Channel Manager
Prepaid
Prepaid Distributor
Associate Distribution
(AD)
Distributor Sales exe
Runner Proof Collector
Modern Trade
Head Modern
Trade
RM
(Relationship
Manager)
TLS Promoters
Stores Large
Format multiple
retail chains
LFRS
CD & IT chains
Consumer
Durable
Composition of Subscription Wireline & Wireless


Source TRAI as on Sep13
Subscriber base

Source TRAI as on Sep13

Wireless Market Share Rural & Urban


Source TRAI as on Sep13
Growth in Wireless Subscription base

Source TRAI as on Sep13
Target Values FY 2014-15
(in Cr.)
Total Revenue Target FY 2014-15
Revenue Target 2014-15