Sales Organogram in India and Bangladesh

1. Sales Organogram

2. 2022
2021
2019 2020
Transformation &
Quality
Process & Efficiency
Focus
Development
Focus
Sustainable
Business
Market
Competitiveness
• Distribution Structure
Set-up
• Strengthen Sales
Organization
• Retail Coverage
Expansion
• Market Service
Enhancement
• KPI Model Introduction
• Distributor Development
• Retail Coverage Expansion
• KPI & ESSAU model for all.
• Business Portfolio expansion
for partners
• Focus on Disbursement,
Collection, Utilities
• Aggregator model for
Merchant
• Visibility Increase
• Strengthen Know-How
• SOP for distributors
• Experience from Channel
• Operational Efficiency
• Transformation of Sales
Systems i.e. PRISM
Sales Division will evolve over time
The Journey from Development towards Excellence
• Sustainable Market Share
• Best work Environment
• Channel Loyalty
• Operational Excellence
• Transformation of Sales
Systems i.e. BI
Towards Excellence

3. Sales Division
Regional Sales
Sales Development &
Operation
Channel Management &
Trade Marketing
AID, Sr. Executive
Business Partner (HR)
Mgr/Asst. Mgr
Designations
Requirement
2021
Requirement
2022
Total
Requirement
Till 2022
Existing Vacant Q1-2021 Q2-2021 Q3-2021 Q4-2021 Q1-2022 Q2-2022 Q3-2022 Q4-2022
GM 9 0 9 7 2 2 0 0 0 0 0 0 0
AGM 12 0 12 11 1 1 0 0 0 0 0 0 0
DGM 3 1 4 1 3 2 0 1 0 0 0 0 0
Sr. Manager 6 3 9 3 6 3 2 1 0 0 0 0 0
Manager 11 5 16 4 12 4 2 2 0 4 0 0 0
Asst. Manager 51 1 52 30 22 12 6 0 0 4 0 0 0
Sr. Executive 167 19 186 84 102 43 12 15 11 13 8 0 0
Executive 57 22 79 15 64 34 13 0 1 15 1 0 0
Total 316 51 367 155 212 101 35 19 12 36 9 0 0
Job
Location
2021 2022 TOTAL Existing
Regional Sales National 248 26 274 132
Sales Development &
Operation
HQ 40 18 58 14
Channel Management &
Trade Marketing
HQ 28 7 35 11
TOTAL 316 51 367 157
Manpower Requirements
Scope of work
-Generate topline Sales strategies and implement accordingly
-Diagnose team competence gaps across the sales function
-Anchor and lead people development process for sales function
-Work closely with HR to ensure timely recruitment and placement of Sales
resources
-Develop and implement functional development programs for sales organisation
-Facilitate career discussion meetings; follow up and implement action plans
-Drive NAGAD vision, values, leadership expectations, codes of conduct, IVC
across the function
-Resource optimization
Scope of work
-Ensure Distribution rollout and market service
-Ensure desired Sales Growth
-Ensure Uddokta expansion at strategic locations
-Establish long term partnership with Uddokta to ensure
sustainable influence on field level
-POSM Execution
-Continuous communication to trade
-Monitor competitors retail activities and provide
feedback to management
Scope of work
Sales Strategy and Development
-Data Bank Development & Analysis
-Digitalization & Automation
-Market Intel & Analysis
-GEO Analytics
-KPI Mgt
Scope of work
Alternative Channel
-Channel Design & Development
-Partner Acquisition & Management
-Performance Monitoring & Evaluation
-Campaign Management & Coordination
Partner Lifecycle Management
-Partner Entry/Exit
-DH Prosperity Mgt
-DH Audit
Market Excellence & Efficiency
Development
-Infrastructure Planning &
Standardization
-SOP dev and implementation
-Distribution Development
-Market Executions
-Sales Training
Sales Operation
-Reporting & Analysis
-Cash Mgt
-Commission Mgt
-Sales Support
Trade Marketing
-Channel Branding
-Uddokta Engagement
-BTL Execution
-Budget Mgt, Regional TM Support & Reporting
Channel Life Cycle Management
-Infrastructure Planning & Expansion
-Channel Segmentation & Evaluation
-Channel Know-how & Loyalty Management
-Performance Monitoring & Reporting
-Campaign Management & Monitoring

4. Regional Sales Department
CH – Dhaka
RM– Dhaka
South
RM– Dhaka
North
CH – Chattogram
RM– Cumilla
RM -
Chattogram
CH – Khulna
RM - Khulna
AM
TO/TM/PRO
Regional Trade
Marketing
Executive &
Coordination
Business Sales
Executive
RM - Barishal
CH – Mymensingh
RM –
Mymensingh
RM – Sylhet
CH – Bogura
RM – Bogura RM - Rangpur
• Same model will be applicable to all
Regions which has been shown for
Khulna
• Regional Trade Marketing manpower
will be allocated with dotted
reporting to Channel Management
& Trade Marketing
Regional Sales
Designations
Requirement
2021
Requirement
2022
Total Requirement Till
2022
Existing Vacant Q1-2021 Q2-2021 Q3-2021 Q4-2021 Q1-2022 Q2-2022 Q3-2022 Q4-2022
GM - Cluster Head 5 5 5 0
DGM 10 10 9 1 1
AGM - RSM 0 0 0 0
Sr. Manager 0 0 0 0
Manager 0 0 0 0 0
Asst. Manager AM 36 36 26 10 7 3
Sr. Executive TM 150 10 160 80 80 33 10 10 10 10 7
Executive 47 16 63 10 53 33 10 10
Total 248 26 274 130 144 74 23 10 10 20 7 0 0

5. Sales Development & Operations
Md. Abul Hossain Emon
Sales Strategy and
Development
Moshfiqur Rahman
Data Bank Dev &
Analysis
2
Digitalization &
Automation
2
Market Intel &
Analysis
1
GEO Analytics
2
KPI Mgt
1
Partner Lifecycle
Management
Md. Razibul Islam
Partner Entry/Exit
3
DH Prosperity
Mgt
3
DH Audit
6
Market Excellence &
Efficiency Development
Vacant
Infrastructure
Planning &
Standardization
2
SOP dev and
implementation
2
Distribution
Development
3
Market
Executions
3
Sales Training
4
Sales Operation
Md. Muinur Rahman
Reporting &
Analysis
4
Cash Mgt
3
Commission Mgt
4
Sales Support
8
Designations
Requirement
2021
Requirement
2022
Total Requirement Till
2022
Existing Vacant Q1-2021 Q2-2021 Q3-2021 Q4-2021 Q1-2022 Q2-2022 Q3-2022 Q4-2022
GM 2 0 2 1 1 1 0 0 0 0 0 0 0
DGM 1 0 1 1 0 0 0 0 0 0 0 0 0
AGM 1 1 2 1 1 0 0 1 0 0 0 0 0
Sr. Manager 4 2 6 2 4 1 2 1 0 0 0 0 0
Manager 7 3 10 2 8 2 2 2 0 2 0 0 0
Asst. Manager 7 1 8 2 6 3 1 0 0 2 0 0 0
Sr. Executive 11 5 16 3 13 7 0 4 0 1 1 0 0
Executive 6 6 12 1 11 1 3 0 1 5 1 0 0
Total 39 18 57 13 44 15 8 8 1 10 2 0 0

6. Channel Management & Trade
Marketing
Vacant
Alternative Channel
Faisal
Channel Design &
Development
4
Partner Acquisition
& Management
4
Performance
Monitoring &
Evaluation
3
Campaign
Management &
Coordination
2
Trade Marketing
Vacant
Channel Branding
2
Uddokta
Engagement
1
BTL Execution
3
Budget Mgt, Regional
TM Support &
Reporting
2
Channel Life Cycle
Management
Acting Mir Mahbub
Infrastructure
Planning &
Expansion
2
Channel
Segmentation &
Evaluation
3
Channel Know-how
& Loyalty
Management
2
Performance
Monitoring &
Reporting
1
Campaign
Management &
Monitoring
2
Regional Trade
Marketing
Designations
Requirement
2021
Requirement
2022
Total Requirement Till
2022
Existing Vacant Q1-2021 Q2-2021 Q3-2021 Q4-2021 Q1-2022 Q2-2022 Q3-2022 Q4-2022
GM 1 0 1 0 1 1 0 0 0 0 0 0 0
DGM 1 0 1 1 0 0 0 0 0 0 0 0 0
AGM 2 0 2 0 2 2 0 0 0 0 0 0 0
Sr. Manager 2 1 3 1 2 2 0 0 0 0 0 0 0
Manager 4 2 6 2 4 2 0 0 0 2 0 0 0
Asst. Manager 8 0 8 2 6 2 2 0 0 2 0 0 0
Sr. Executive 6 4 10 1 9 3 2 1 1 2 0 0 0
Executive 4 0 4 4 0 0 0 0 0 0 0 0 0
Total 28 7 35 11 24 12 4 1 1 6 0 0 0

7. Thank You