Area Sales Manager

Mahindra and Mahindra Limited [Automotive and Farm Equipment Business]; Hyderabad; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Mahindra and Mahindra Limited, a leader in automotive and farm equipment, is seeking a high-energy sales leader to drive retail performance in Hyderabad. You will manage E-T-B-R processes, optimise test drives and bookings, and push for strong CVR through process improvements and digital tools.

The role requires 3–8 years in core automotive or FMCG sales, an MBA/PGDM, and a track record of hitting targets. Strong dealer relationships and territorial coverage are essential for success.

Qualifications

• MBA or PGDM in management or related field.
• 3-8 years of core automotive or FMCG sales experience.

Responsibilities

• Manage Retail Sales – E-T-B-R processes covering enquiry, test drive, booking and retail activations.
• Plan and execute activations to generate enquiries and improve CVR.
• Ensure quality and quantity of test drives across sources.
• Maintain accuracy and authenticity of booking data and DMS records.
• Hit retail targets; monitor VDN vs Retail ratio and ageing stock.
• Identify training needs; motivate staff with rewards and incentives.
• Drive adoption of digital tools (TDAA, PVA, BSH, VR, tablets) to maximise CVR.

Skills

Manpower Management

Market Acumen

Sales Planning

Dealer Relationships

Product Knowledge

Customer Needs

Capability Building

Territory Coverage

Credit Management

Financial Management

Statutory Compliance

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