vodafone
DESCRIPTION
VodafoneTRANSCRIPT
Sales Management PresentationGroup - 2
Topic: Sales Structure of 2 industries
THE TEAM (alphabetical order):Chetan - 111Dhruva - 96
Harshad - 120Namrata – 86Narendra - 66Pratik - 121Pradeep - 64Sagar - 125Suraj – 77Switi - 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 3rd 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 SBUTHREE 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 segmentTARGET:• ITC’s Biscuit business is targeting sales turner over of
INR 3800/- crores for the FY’2014-15
Sunfeast – distribution flow diagram
FACTORYC&F AGENT
WHOLESALE DISTRIBUTOR
DEALER
RETAILER
CEO-FMCG BusinessesRem - 1 Cr
Sales – INR 3800 Cr
GM SalesRem – INR 60 L
Sales – INR 3800 Cr
District ManagerRem - INR 40-50 L
Sales – INR 3000 Cr
Head – Modern TradeRem - INR 40-50
Sales – INR 800 Cr
National Sales ManagerRem – INR 30-40 LSales – INR 800 Cr
Regional Sales Manager (One for every district)
Rem – INR 15-25 LSales – INR 200 Cr
Asst Manager / Area Manager / Area Executive for the Branch
Rem – INR 5-15 LSales – INR 10 Cr
BUSINESS HEAD – BISCUITS
Rem - 1 CrSales – INR 3800 Cr
GM SalesRem – INR 60 L
Sales – INR 3800 Cr
District Manager - NorthRem - INR 40-50 LSales – INR 800 Cr
District Manager - WestRem - INR 40-50 L
Sales – INR 1000 Cr
District Manager - SouthRem - INR 40-50 LSales – INR 800 Cr
District Manager - EastRem - INR 40-50 LSales – INR 400 Cr
Branch Manager – 4 / 5Rem – INR 20-30 LSales – INR 250 Cr
Asst Manager – 5 / 6Rem – INR 15-25 LSales – INR 50 Cr
Area Manager – 2Rem – INR 8-13 LSales – 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
ManagerTL 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 Sep’13
Subscriber base
• Source – TRAI as on Sep’13
Wireless Market Share – Rural & Urban
Source – TRAI as on Sep’13
Growth in Wireless Subscription base
Source – TRAI as on Sep’13
Target Values FY 2014-15(in Cr.)
Total Revenue Target FY 2014-15
Revenue Target 2014-15
