Type of Banking Consultation Question and Answer

Can you discuss sales org structure, reporting line and roles and responsibilities between branch and other channel , product and customer segment (retail mass, retail affluent, sme, corporate)?

Certainly! Sales organization structure can vary based on the size and industry of a company, but I can provide a general overview of how it might be structured, including reporting lines and roles and responsibilities across different channels, products, and customer segments.

Sales Organization Structure:

1. Sales Leadership:

   • Chief Sales Officer (CSO) or Vice President of Sales: Overall leader of the sales organization, responsible for setting the sales strategy and goals.

2. Channels:

   • Branch Sales:

     • Branch Manager: Leads the sales team at a specific branch, responsible for achieving sales targets and managing branch operations.
     • Sales Representatives: Frontline sales staff at the branch, tasked with selling products or services to customers who walk into the branch.

   • Other Channels (e.g., Online, Phone Sales):

     • Channel Manager: Responsible for the overall performance of the respective sales channel.
     • Sales Representatives: Focus on selling through the designated channel, whether online, phone, or other.

3. Products:

   • Product Managers: These individuals are responsible for specific product lines or categories.
   • Product Sales Specialists: Work closely with product managers to understand product details and promote them effectively to customers.

4. Customer Segments:

   • Retail Mass:

     • Retail Mass Sales Manager: Oversee sales strategies for the mass retail segment.
     • Retail Mass Sales Representatives: Engage with individual customers in this segment, promoting products tailored to their needs.

   • Retail Affluent:

     • Retail Affluent Sales Manager: Develop strategies to attract and retain affluent customers.
     • Retail Affluent Sales Representatives: Provide personalized service to high-value retail customers.

   • SME (Small and Medium Enterprises):

     • SME Sales Manager: Develop and execute sales strategies for SME clients.
     • SME Sales Representatives: Work with small and medium-sized businesses to meet their financial needs.

   • Corporate:

     • Corporate Sales Manager: Lead the sales efforts targeting large corporate clients.
     • Corporate Sales Representatives: Engage with corporate clients to understand their financial requirements and provide tailored solutions.

Reporting Lines:

• Sales Representatives: Typically report to Branch Managers or Channel Managers.
• Managers (Branch, Channel, Product, Customer Segment): Report to the Chief Sales Officer or Vice President of Sales.

Roles and Responsibilities:

• Branch Managers: Responsible for achieving sales targets, managing branch operations, and ensuring customer satisfaction.
• Channel Managers: Develop and execute strategies for their respective channels, ensuring alignment with overall sales goals.
• Product Managers: Drive the success of specific products by working with sales teams and ensuring product knowledge.
• Sales Representatives: Act as the primary point of contact for customers, understanding their needs and promoting products or services.

Cross-functional Collaboration:

Effective communication and collaboration are key across these roles. For example, the branch manager might work closely with product managers to ensure the branch staff is well-informed about new products. Similarly, sales representatives across different customer segments might collaborate to share insights and strategies.

It's important to note that the specific structure can vary based on the company's size, industry, and specific business model. This is a general framework that can be adapted based on the organization's needs.