Area Sales Manager

Mahindra and Mahindra Limited [Automotive and Farm Equipment Business]; Hyderabad; On-site; INR 800,000 - 1,500,000; Full time

Job summary

Mahindra and Mahindra Limited [Automotive and Farm Equipment Business] is seeking a Retail Sales leader to drive enquiry generation, manage test drives, bookings and retail execution. You will plan activations, ensure data integrity, and push digital tools to improve conversion and dealer performance.

The role focuses on achieving retail targets, optimizing stock, and sustaining strong dealer relationships in a fast-paced automotive environment.

Qualifications

• Core automotive or FMCG sales experience.
• 3–8 years of experience in automotive or FMCG sales.
• MBA or PGDM in management preferred.

Responsibilities

• Manage Enquiry, Test Drive, Booking and Retail activations to generate enquiries.
• Ensure quality and quantity of Test Drives from all enquiry sources.
• Ensure accuracy and authenticity of booking and DMS data.
• Achieve retail targets and monitor VDN vs Retail ratio.
• Plan sales for the upcoming month and optimize CVR through improved processes.
• Drive adoption of digital tools like TDAA, PVA, BSH, and VR to maximise CVR.
• Manage dealer working capital and reduce aging stock.
• Plan and execute activations for enquiry generation.

Skills

Credit Management

Consumer Focus

Manpower Management

Dealer Relationship Management

Manpower Planning

Market Acumen

Sales Planning

Capability Building

Education

MBA

PGDM

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