You have joined as a Country Sales Manager at Farm Fresh Dairies, a company that specializes in milk based products with a wide range of products inclusive of their own brand of Ice Cream. The company...

You have joined as a Country Sales Manager at Farm Fresh Dairies, a company that specializes in milk based products with a wide range of products inclusive of their own brand of Ice Cream. The company has a centralized set up with decision making confined with the Managing Director keeping the things too tightly in his control. A problem faced by the sales team in the Karachi market is autonomy. The Zonal Sales Manager for Karachi wants a more decentralized operations believing that territory sales teams in Karachi should be given autonomy in tactical planning to deal with the retailers and whole sellers.  In his opinion lack of autonomy to the sales team is hindering sales in the competitive Karachi market. The managing director wants to have your recommendation on the matter.