Indian IT services major Infosys has split its four large industry verticals into 15 smaller units. Main motive is to give its presidents more time to build CXO-level relationships and strategy to improve sales.

These 15 smaller industry units, each with $500-$700 million in revenue, will have a separate head, and profit & loss (P&L) responsibilities. Its four large verticals now are banking & financial services and insurance (BFSI), with $3 billion in revenue; retail & life sciences, with $2.3 billion; manufacturing & hi-tech, with $2.2 billion; and energy & utilities, communications and services, with $1.9 billion.

BFSI, which counts Deutsche Bank and Goldman Sachs among its key accounts, will now have four industry heads — Jasmeet Singh, VP and regional head for financial services in the US (excluding West Coast); Ajay Vij and Kannan Amaresh, both VPs & regional heads of financial services in Europe; and Andrew Groth, VP of Australia and New Zealand, who will also lead financial services and insurance for the rest of the world. All four will report to president and financial services head Mohit Joshi.

Healthcare and life sciences will be a separate unit, and will be headed by former Wipro veteran Sangita Singh, who is joining Infosys on Monday. She too will report to Joshi. “The industry heads will be responsible for strategy for sales, P&L and increasing customer footprint. This will ensure greater client focus through the industry heads while allowing the presidents to focus on enterprise strategy,” wrote COO U B Pravin Rao in an email to all business unit heads.

Rao said the industry heads have been identified based on the current size and future potential of the business opportunities. The energy and utilities, communications and services vertical has been split among three executives — Anurag Sinha will lead telecom, media and entertainment in the US; Avichal Kulshrestha will lead the same in Europe; and Ashiss Kumar Dash will head resources and utilities. All three will report to president Rajesh Krishnamurthy.

In manufacturing, retail, CPG and logistics (MRCL), Dinesh Bajaj and Madhu Janardhan will lead the Americas for RCL, Nitesh Bansal will head manufacturing in the US, and Karmesh Vaswani will lead MRCL-Europe. All three will report to president Sandeep Dadlani, as will Nitesh Banga, who will lead sales of new services, and Sourav Banerjee, who continues as client partner for Apple, one of Infosys’s top clients, and who will now also oversee other Silicon Valley tech accounts.

In the delivery organization, Scott Sorokin will drive the digital experience service line, Narasimha Rao Manepally will continue to head cloud and infrastructure solutions, Sudip Singh will lead engineering services, and Satish H C will lead the data and analytics service line. All will report to president Ravi Kumar.

Ray Wang, CEO of USbased Constellation Research, said the management is betting on a more focused industry strategy that is customer-driven. “Right now, the matrix of offerings can be confusing for not only the customer but also internally, in terms of ownership of the customer,” he said.