Current Sales and Marketing Structure CSMO Regional Sales Managers Area Managers Territory Sales Officers Category Head – Tulsi Tea & Digital Marketing Manager – Web Sales Technical Support Manager Category Head – Formulation & Customer Care Ethical Channel team Customer Care DGM – International Business Manager Asst. Manager Sr. Manager – Marketing Communication Gaps : Marketing Category Head role needs to be clarified and responsibilities unrelated to product management need to be delineated Branding and marketing communication functions need strengthening Market Research and Digital Marketing need to be built Gaps: Sales General Trade is the primary channel; other sales channels (Retail, IB and Web sales) need to be strengthened Focused resources required for Modern Trade IB focus needs to shift from order servicing to market growth Skill development on Sales Analytics required

Proposed Sales & Marketing Structure ( 2017-18) CSMO NSM – GT, MT, Institution MT Manager Promoters Institution Manager Regional Sales Managers Area Sales Managers/Executives Sales Officers/DSRs Head- Supplements Category, Sales Capability, Customer Care Ethical Team Regional Training Managers. Customer Care Manager Head – International Business Cluster Managers Managers – IB Sales & Development Manager Exclusive Stores Regional - Store Cluster Managers Store Incharge Executives/Officers Manager Web Sales Manager - Marketing Communications, Digital Marketing Brand Manager