Area Sales Manager

Mahindra and Mahindra Limited [Automotive and Farm Equipment Business]; Chennai District; On-site; INR 500,000 - 800,000; Full time

Job summary

Mahindra & Mahindra Limited in Chennai seeks an experienced Automotive Sales professional to drive retail sales, manage E-T-B-R processes, and execute activations for enquiry generation. You will ensure quality test drives, accurate bookings, and plan ahead to meet monthly targets.

The role emphasizes digital tools adoption (TDAA, PVA, BSH, VR) to maximize conversions, while managing dealer relationships and working capital effectively.

Qualifications

• MBA or PGDM; focus on management or equivalent.
• Automotive or FMCG sales experience preferred.
• 3–8 years of core automotive or FMCG sales exposure.

Responsibilities

• Retail Sales - manage E-T-B-R and activations for enquiry generation.
• Ensure quality and quantity of test drives; verify accuracy of booking data.
• Drive CVR improvement through digital tools adoption and dealer relationship management; plan for sales for N month.

Skills

Credit Management

Consumer Focus

Manpower Management

Dealer Relationship Management

Manpower Planning

Market Acumen

Sales Planning

Capability Building

Product Knowledge & Application

Product Knowledge - Hybrid Vehicle

Education

MBA; Post Graduate Dip in Mgmt

Job description

Job Description:

Responsibilities & Key Deliverables

Retail Sales - Manage E-T-B-R (Enquiry, Test Drive, Booking, Retail.Plan and execute activations for enquiry generation.Ensure quality and quantity of test drive (from all enquiry sources.Ensure accuracy and authenticity of booking data.Achieve retail as per targets, VDN (Vehicle delivery note) vs Retail ratio.Focus on processes to improve conversion ratio (CVR.Ensure accuracy and authenticity of DMS data.Plan for sales for N Month.Manpower Productivity - Identify training needs and ensure effectiveness.Motivate and retain manpower by rewards and incentives.Ensure Adherence to Sales story.Digital Conversion - Ensure adoption of digital tools :Test Drive anytime anywhere (TDAA), Personal voice assistant (PVA), Bring Showroom Home (BSH), Virtual Reality (VR) and Tablets to maximise CVR.Ensure adequacy and quality of Digital engagement managers.Dealer working capital rotation.Ageing of stock- Ensure dealer market outstanding reduction, Aging stock liquidation, forecasting for N+1 monthPlan and execute activations for enquiry generation

Preferred Industries

Consumer FMCG / Food

Automotive Industry

Education Qualification

MBA; Post Graduate Dip in Mgmt

General Experience

Core Automotive Sales/ FMCG sales,Experience of 3- 8 years

System Generated Core Skills

Credit Management

Consumer Focus

Manpower Management

Dealer Relationship Management

Manpower Planning

Market Acumen

Sales Planning

Capability Building

System Generated Secondary Skills

Capability Building

Change Management

Consultative Selling

Statutory Compliance

Designing Customer Experience

Financial Management

Identifying Customer Needs

Market Intelligence

Order Management

Performance Management

Product Knowledge & Application

Product Knowledge - Hybrid Vehicle

Territory Coverage Optimization

Working Capital Management