Area Sales Manager

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

Job summary

Mahindra and Mahindra Limited seeks a field-sales lead to drive Retail Sales in automotive and farm equipment. You will manage E-T-B-R from enquiry to retail, plan activations, and work to improve conversion through data-driven actions.

You will oversee manpower productivity, motivate through rewards, and ensure accuracy across DMS data while pushing digital tools like TDAA, PVA, BSH and VR to maximize CVR and asset turnover.

Qualifications

• MBA or PGDM in management.
• 3–8 years in core automotive or FMCG sales.
• Experience in retail sales, dealership programs and CVR optimization.

Responsibilities

• Plan and execute activations for enquiry generation and CVR improvement.
• Ensure accuracy and authenticity of data across DMS and bookings.
• Drive digital adoption: TDAA, PVA, BSH, VR to maximize conversions.
• Manage dealer working capital rotation and stock aging.

Skills

Dealer Relationship

Sales Planning

Market Acumen

Credit Management

Manpower Management

Customer Focus

Capability Building

Product Knowledge

Education

MBA

Post Graduate Diploma 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