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 Responsibilities 1. 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