Area Sales Manager

Mahindra and Mahindra Limited [Automotive and Farm Equipment Business]; India; On-site; INR 600,000 - 900,000; Full time

Job summary

Mahindra and Mahindra Limited in India seeks a seasoned automotive sales professional to manage enquries, test drives, bookings, and retail planning. You will drive activations, ensure data accuracy, and work toward meeting retail targets while reducing aging stock.

You will leverage digital tools (TDAA, PVA, BSH, VR) to maximize conversions and coordinate with dealers for optimum performance and working capital management.

Qualifications

• Core Automotive Sales or FMCG sales experience, 3–8 years.
• MBA; Post Graduate Diploma in Management.

Responsibilities

• Retail sales management including enquiry, test drive, booking and retail planning; drive activations.
• Ensure quality and quantity of test drives and accurate booking data; improve CVR.
• Plan sales for the next month and optimize dealer working capital and stock aging.
• Promote digital tools adoption (TDAA, PVA, BSH, VR) to maximise CVR and customer experience.

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

Critical Experience

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

Requirements: