Area Sales Manager

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

Job summary

Mahindra and Mahindra Limited in Lucknow is seeking a dynamic sales professional to drive automotive Retail Sales, managing enquiry to retail execution and activations to boost CVR.

The role emphasizes dealer relationship management, stock aging reduction, and leveraging digital tools like TDAA, PVA, BSH to maximize conversions. An MBA/PGDM with 3–8 years in automotive or FMCG sales is preferred.

Qualifications

• MBA or PGDM in management is required.
• Core automotive or FMCG sales experience with 3–8 years.
• Experience in sales planning and dealer relationship management.

Responsibilities

• Drive retail sales by managing enquiries, test drives, bookings, and retail activations.
• Focus on CVR improvement and accuracy of DMS data and bookings.
• Plan sales for N+1 month and optimize dealer working capital.
• Reduce aging stock and forecast market requirements.
• Leverage digital tools to maximize conversions and engagement with customers.

Skills

Credit Management

Consumer Focus

Manpower Management

Dealer Relationship Management

Manpower Planning

Market Acumen

Sales Planning

Capability Building

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