Area Sales Manager

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

Job summary

Mahindra and Mahindra Limited seeks a Retail Sales professional to drive E-T-B-R processes, test drives, bookings, and retail execution. You will plan activations, ensure data accuracy, and push for quality conversions across enquiry sources to hit targets.

The ideal candidate holds an MBA/PGDM with 3–8 years in automotive or FMCG sales, and demonstrates strong capabilities in sales planning, market sense, and digital adoption like TDAA, PVA, BSH, and VR.

Qualifications

• MBA/PGDM with management focus.
• 3–8 years in core automotive or FMCG sales.
• Experience in sales planning and dealer relations.

Responsibilities

• Retail Sales - Manage E-T-B-R process from enquiry to retail.
• Plan and execute activations for enquiry generation and CVR improvement.
• Ensure quality of test drives and accuracy of booking data.
• Achieve retail targets and manage DMS data accuracy.
• Plan sales for upcoming months and manage working capital.
• Drive digital tools adoption (TDAA, PVA, BSH, VR, tablets).

Skills

Credit Management

Consumer Focus

Manpower Management

Dealer Relationship Management

Manpower Planning

Market Acumen

Sales Planning

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

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