DGM - Sales Excellence

Experience: Not Available to Not Available years

Location: Ecity Corporate, Karnataka, India

Skills: CRM, forecasting tools, dashboard platforms, data interpretation, transformation initiatives, stakeholder management, sales capability frameworks, training programs, enablement tools, incentive programs, productivity benchmarks, digital sales platforms, automation tools

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.
• Robust 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.

📌 DGM Sales Excellence (Mumbai)
🏢 ashirvad pipes
📍 Mumbai