Deputy General Manager Sales IT

Designation

Deputy General Manager (DGM) – Sales IT

Location

Corporate Office

Reporting to

Head – Sales Development

Business Interface

Sales Leadership Team, Trade Marketing, Supply Chain, Finance, IT/ERP Teams

Team Size

Individual contributor

Role Purpose

To drive the day-to-day implementation, governance, and optimization of Sales Technology systems (DMS, SFA, Trade Promotion tools, BI dashboards) for the organization, ensuring data accuracy, system uptime, and adoption across the distribution network. The role is the operational anchor for Sales IT, translating the sales technology roadmap into on-ground execution and enabling data-backed decision-making for the sales leadership.

Key Responsibilities

1. Sales Technology Implementation & Support

• Execute the Sales IT roadmap and project plans as defined by leadership, ensuring timely rollout of new modules/upgrades.
• Coordinate with IT, ERP, and external vendors for system implementation, integration, and issue resolution.
• Support scalability of systems across new states/depots as the distribution network expands.

2. Distribution Management System (DMS) Operations

• Manage day-to-day operations of the DMS platform, ensuring uptime and issue-free functioning.
• Monitor and ensure:
• 100% secondary sales capture across distributors
• Timely distributor billing and claim processing
• Scheme mapping accuracy and control mechanisms
• Track data hygiene at distributor/depot level and drive corrective actions with regional teams.

3. Sales Force Automation (SFA) & Field Mobility

• Administer and support SFA application usage for beat planning, outlet coverage, order booking, merchandising audits, and retailer geo-tagging.
• Drive user adoption and compliance across the field sales hierarchy (ASM/SO/ISR level).
• Track and report productivity metrics – calls/day, order conversion, strike rate – and flag gaps to Sales leadership.
• Create, manage and support Best in class automation projects geo fencing, personalised recommendation engine for prescriptive selling (up sell, cross sell and MSL)

4. Trade Promotion & Scheme Support

• Support digitization and maintenance of trade scheme masters and approval workflows in the system.
• Prepare ROI tracking reports on promotions and budget vs. actual monitoring.
• Assist in identifying leakages and scheme misuse through system-based checks.

5. Sales Analytics & Reporting (MIS)

• Build and maintain dashboards and reports (Microsoft Power BI) for sales leadership – primary/secondary sales, distributor health, scheme utilization.
• Support demand planning teams with relevant sales data extracts and trend analysis.
• Ensure timely and accurate periodic MIS to Head – Sales IT/Head of Sales.
• Create, manage and support AI and ML to build new age analytic and impactful insights (forward looking and predictive insights) for decision making.

6. Governance, Controls & Compliance

• Support data integrity checks across geographies and highlight exceptions.
• Implement and monitor user access controls as per defined policy.
• Assist in operating fraud-detection alerts (fake billing, scheme misuse) and escalate red flags.

7. Stakeholder Coordination

• Coordinate with Trade Marketing, Supply Chain, and Finance teams on system-related data requirements.
• Liaise with software vendors for ticket resolution, enhancements, and SLA tracking.
• Provide first-level support and training to regional sales teams on system usage.