Sales Organization: Benchmarks

Goals

To provide the benchmarks of the organizational structure, especially the sales organizations of Nestle, Pepsi, Visa , American Express , Intercontinental , Marriott, and any other B2B sales organizations. This will be used to inform organizational strategies.

Early Findings

Nestle

  • The organizational structure of Nestle starts with the chairman of the board, the CEO and then, the executive vice presidents for regions/zones; technology (CTO); finance (CFO); operations; head of group human resources & business services; head of group strategy & business strategy; and strategic business units, marketing, sales & nespresso. There are also deputy vice presidents.
  • There are 12 members according to their annual report and 13 members according to their website.
  • According to Apollo, a company directory, the structure of the sales division (total of 4,621 members) of Nestle begins with the C-suite (54), owner (1), partner (17), VPs (18), heads (95), directors (62), managers (1,523), seniors (99), entries (2,421), and interns (25).
  • The database also provides the number of members in each position.

Pespsi

  • At Pepsi, there are 10 executive members including the chairman & CEO, senior VP, CFO, CEOs of various geographic markets, chief of human resources, and executive VPs.
  • According to Apollo, a company directory, the structure of the sales division (total of 7,621 members/staff) of Pepsi begins with the C-suite (198), partners (18), VPs (55), heads (29), directors (545), managers (2,358), seniors (213), entries (4,282), and interns (121)
  • The database also provides the number of members in each position.

Summary

During our preliminary search, we could provide insights into the organizational structure of Nestle and Pepsi, and that of sales division. In general, it appears that information on the benchmarks of the organizational structures of companies, especially B2B sales organizations, is limited. None was equally available for Nestle, Pepsi, Visa , American Express , Intercontinental , and Marriott as available information borders on the number of members for each position or step of the structure, from the C-suite to the interns, in most cases.

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