The document outlines the hierarchy and roles within a company's marketing department. It begins by explaining that the sales staff are organized into different departments based on their skills, experience, and designations. It then describes the different levels within the sales hierarchy from the CEO/President down to sales trainees. Each level of the sales department is defined, including national, zonal, regional, district, and territory sales departments. The key roles at each level are also listed.

1. MARKETING MANAGERIAL
HIARCHY AND THERE ROLE
Lakshmi Narayana M

2. Marketing department hierarchy incorporates various departments that
a company has for the sales section. Sales staff is appointed by the
company under various departments depending upon their skills,
experience and most importantly designations.
MARKETING HIERARCHY

3. Sales Hierarchy
CEO/President
VP Sales/VP
Marketing
National Sales Manager
Regional/Zonal/Divisional Sales
Manager
Branch/Area/District Sales Manager
Sales Trainee/Sales Person/ Sales Representative

4. The sales department hierarchy is broadly
categorized into:
• National Sales Department
• Zonal Sales Department
• Regional Sales Department
• District Sales Department
• Territory Sales Department

5. National Sales Department
• This is the uppermost level or department in the sales department
hierarchy.
• This department leads the entire sales department and is equipped
with administrative authorities in the sales department.

6. • They craft a strategic plan and vision for the entire sales department,
providing support, leadership and guidance to entire team to work for
the company’s benefit and profit.
• Setting up of goals for the sales team and developing new innovative
strategies in an effective manner lies under his responsibility.

7. The job profiles for the national sales department
are described below -
• Sales Director
• National Sales Manager
• Sales Vice President
• National Sales Coordinator and Distributor
• Senior Sales Accountant
• General Manager Sales
• Chief Sales Executive

8. Zonal Sales Department
• This is the second highest department in the sales department
hierarchy.
• These professionals are head at the zonal level and handle the teams
underneath them.

9. The job profiles for the zonal sales
department are described below -
• Zonal Sales Manager
• Senior Sales Manager
• Sales Administrator
• Sales Specialist 1
• Senior Lead Development
• Sales Analyst
• Customer Service Manager

10. Regional Sales Department
• These professionals in the sales department hierarchy are head of a
particular region of a zone.
• These professionals work under the orders of the zonal officers.
• They specifically handle the regional branch of that particular area
and get the work done from the lower level sales department.

11. • Such a professional is responsible to oversee all the sales outlet of the
provided area ensuring the fulfilment of the targets provided at the
regional level.
• A regional sales manager reports directly to the national sales manager.
They are also bound to answer about the failures and actions of their
team.

12. The job profiles for the regional sales department
are described below-
• Regional Sales Manager
• Sales Manager
• Sales Branch Manager
• Assistant Sales Branch Manager
• Inside Sales Consultant
• Lead Development Officer

13. District Sales Department
• This is the second lowest level in the sales staff hierarchy.
• These professionals work on the orders of the regional sales
department.
• They are incorporated with a particular district area of any region.
They work in the assigned area and also have a small team to work in
that assigned district.

14. • These are the sales professionals who supervise the granted sales outlet
or branch of the company.
• Branch Sales Manager supervise an entire team of sales persons in their
outlet and manage the team to fulfill the targets on time for the
company. They are bound to report to the regional sales manager.

15. The job profiles for the district sales
department are described below-
• District Sales Manager
• Sales Specialist II
• Sales Consultant
• Sales Clerk
• Junior Sales Consultant
• Sales Support

16. Territory Sales Department
• This is the lowest level in the sales department hierarchy.
• This level incorporates persons at lowest job titles with minimal
experience of the field.
• A specific territory is provided to these professional and they are to
work in that particular territory.

17. • Front line professionals following the commands of the branch
manager while being motivated by the team leader.
• Sales Associated are bound to report to their respective team leader
and are expected to achieve their goal efficiently

18. The job profiles for the territory sales department
are described below -
• Senior Sales Analyst
• Sales Analyst
• Sales Representative
• Sales Associate
• Sales Person
• Sales Trainee