1. 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

2. 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