Deputy General Manager of Sales

The Deputy General Manager (DGM) – Ice Cream Division will be responsible for leading the end-to-end business operations of the ice cream division, ensuring profitability, operational efficiency, product quality, and market growth. This role demands strong leadership, strategic planning, and a deep understanding of the FMCG/dairy/ice-cream industry.Key Responsibilities1. Sales Growth & Revenue Achievement Drive achievement of monthly, quarterly, and annual sales targets across all regions, channels (GT, MT, HoReCa, and institutional), and SKUs. Ensure consistent growth in market share, volume, and profitability in line with business goals. Develop regional sales plans and implement effective trade strategies to maximize product reach and sales conversion.2. Channel Development & Expansion Identify and onboard new distributors, dealers, and channel partners in untapped territories. Strengthen existing distributor network through periodic reviews, incentives, and performance evaluations. Ensure adequate product availability, visibility, and freshness across all channels.3. Trade Marketing & Promotions Plan and execute seasonal trade schemes, visibility drives, and promotional campaigns in coordination with the marketing team. Monitor ROI on trade spends and ensure alignment with sales targets. Oversee in-market activation and ensure brand consistency at retail and point-of-sale outlets.4. Team Leadership & Development Lead, guide, and motivate the sales team (Area Sales Managers, Territory Executives, and Sales Officers) to achieve targets. Set clear KPIs, conduct regular performance reviews, and provide coaching for skill and career development. Drive a performance-oriented culture with focus on accountability and growth mindset.5. Market Intelligence & Competitor Tracking Continuously monitor competitor activity, pricing, schemes, and new product launches. Generate actionable market insights and recommend tactical and strategic responses. Identify emerging consumer trends and suggest new product ideas or pack formats to R&D and marketing.6. Demand Forecasting & Inventory Management Collaborate with supply chain and production teams for accurate sales forecasting to maintain optimal inventory levels. Minimize wastage due to expiry or spoilage by aligning production schedules with sales projections. Monitor cold chain logistics to ensure product quality and shelf life are maintained.7. Key Account & Institutional Sales Develop and grow relationships with key accounts, modern trade chains, QSRs, and institutional buyers. Negotiate and manage annual rate contracts, joint business plans, and merchandising agreements. Ensure on-time delivery and service excellence for key clients.8. Financial Discipline & Budget Management Prepare and manage regional sales budgets including trade spends, manpower, and logistics. Control discounts, schemes, and claims within approved limits. Track and ensure timely collections to maintain a healthy credit cycle.9. Reporting & Analytics Present weekly and monthly MIS reports covering sales performance, primary vs. secondary sales, and channel productivity. Use analytics to improve sales forecasting, resource allocation, and market penetration.10. Compliance & Process Adherence Ensure adherence to company policies, hygiene standards, and FSSAI norms during product storage and distribution. Maintain compliance in pricing, invoicing, and territory management practices.Qualifications & Experience Bachelor’s/Master’s degree in Food Technology, Dairy Science, Business Administration, or equivalent. Minimum10–15 yearsof experience in the FMCG/Dairy/Ice Cream sector, with at least5 years in a leadership role . Proven track record of driving operational excellence and business growth. Strong analytical, commercial, and leadership skills.Key Competencies Strategic Planning & Execution Business Acumen & P&L Management Cross-functional Team Leadership Quality & Compliance Management Innovation & Product Development Stakeholder and Vendor Management

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