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.- Minimum 10–15 years of experience in the FMCG/Dairy/Ice Cream sector, with at least 5 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