Job Description: Deputy General Manager (DGM) – Sales Excellence

Role Overview

The DGM – Sales Excellence will be responsible for leading and transforming the Sales Operations function across B2C, B2G, and Export business verticals. This role will drive process excellence, analytics-led decision making, sales capability enhancement, and operational governance to enable a high-performing and scalable sales organisation.

Key Responsibilities

1. Sales Operations Strategy & Governance

• Drive the end-to-end Sales Operations framework across B2C, B2G, and Export channels.
• Establish standard operating procedures (SOPs) to improve consistency, efficiency, and compliance.
• Lead annual and monthly sales planning cycles in collaboration with business heads.
• Build governance mechanisms for performance tracking, lead management, funnel management, and execution discipline.

2. Data, Analytics & Reporting

• Create dashboards and analytical models enabling real-time business insights.
• Own sales forecasting, trend analysis, revenue projection, and target-setting frameworks.
• Collaborate with BI/IT teams to strengthen CRM and sales tools.

3. Process Excellence & Transformation

• Identify process gaps across B2C, B2G, and Export verticals and drive improvement projects.
• Lead automation initiatives to streamline pricing, quotations, approvals, and contracting.
• Implement global best practices in sales effectiveness and operational efficiency.

4. Commercial Operations & Compliance

• Oversee sales policies, discount governance, contract management, and audit adherence.
• Ensure B2G tender documentation, export compliance, and pricing processes are robust.
• Maintain pricing master data for accuracy and control.

5. Sales Capability & Enablement

• Develop capability frameworks, training programs, and enablement tools for sales teams.
• Design incentive programs and productivity benchmarks.
• Support sales hiring, onboarding, and role clarity initiatives.

6. Cross-Functional Collaboration

• Work closely with Marketing, Finance, SCM, Product, IT, and HR.
• Act as a bridge between business teams and functional leaders to solve operational bottlenecks.

Key Skills & Competencies

• Understanding of B2C, B2G, and Export sales cycles.
• Expertise in CRM, forecasting tools, and dashboard platforms.
• Analytical mindset with strong data interpretation skills.
• Process-oriented with experience in transformation initiatives.
• Strong stakeholder management and communication skills.

Educational & Experience Requirements

• MBA or equivalent in Sales/Marketing/Operations.
• 10–15+ years of experience in Sales Excellence, Sales Operations, or Commercial roles.
• Experience across B2C, B2G, and Export business models preferred.
• Exposure to digital sales platforms and automation tools.

Success Metrics

• Improvement in sales productivity.
• Accuracy of forecasts and reporting.
• Process adherence and reduction in operational errors.
• Increased adoption of CRM and digital tools.
• Enhanced sales capability across teams.