Manager - Sales (West Africa)

Mahindra And Mahindra Ltd.; Mumbai; On-site; INR 1,800,000 - 3,600,000; Full time

Job summary

Mahindra & Mahindra Ltd. in Mumbai seeks a seasoned international sales and business development professional with 8–10 years of experience to drive growth in Africa and other markets. You will formulate annual business plans, coordinate with logistics, finance, product and marketing, and build distributor networks.

Fluency in French preferred. BE in Mechanical/Automobile with MBA in Marketing/International Business is desirable; strong analytical and EQ required to lead diverse teams and

Qualifications

• BE with Mechanical/Automobile specialization is preferred.
• MBA in Marketing or International Business is desirable.
• 8–10 years of sales/business development experience, international focus.
• Fluent or functional French language is preferred.

Responsibilities

• Formulate Annual Business Plans based on market and competition intelligence.
• Achieve sales volume, shipment, retail, and market share targets with internal and external stakeholders.
• Monitor sales funnel efficacy and implement course corrections.
• Conduct market intelligence on competition activity and launches.
• Develop growth plans for existing markets and identify new market entry strategies.
• Roll out sales processes and standards at distributors/dealers.
• Drive Sales Satisfaction through coordination with Product, Marketing, Logistics and Customer Support.
• Ensure First Time Right launches of new products with Product team.
• Maintain contacts with Ministries and diplomatic missions in India and overseas.
• Build and monitor distributor and dealer networks; grow brand DNA via marketing initiatives.
• Support Country Head in reviews, projects, and analytics.

Skills

Analytical skills

EQ (emotional intelligence)

Cross-cultural communication

Negotiation

Team collaboration

Education

BE (Mechanical/Automobile)

MBA Marketing / International Business

Job description

Select how often (in days) to receive an alert:

Africa is a strategic continent for M&M. Growing existing markets and scouting for new market opportunities requires a special skill. You will be part of a core team whose brief is to profitably increase Mahindra’s footprint. Focus on both tractor brands of M&M – Mahindra & Swaraj

You will be required to:

• Formulate Annual Business Plans basis market & competition intelligence
• Achieve sales volume (shipment and retail) and market share targets – work closely with internal (logistics, finance, product and marketing team) and external (distributor/dealer) stakeholders
• Monitor efficacy of the sales funnel (enquiry, retails and conversions) and make course corrections, if required
• Market intelligence – competition activity (pricing, new launches, feature upgrades/downgrades)
• Formulate growth plans for existing markets; identify and develop new market entry strategy
• Roll out Sales processes & standards (Eg. DEP) at Distributors and dealers.
• Drive Sales Satisfaction (SSI) scores by effective co-ordination with internal stakeholders (Product, Marketing, Logistics, Customer Support)
• Ensure First Time Right (FTR) launches of new products in co-ordination with Product team
• Maintain effective contacts with relevant Ministries and diplomatic missions (in India and overseas)
• Build and monitor distributor and dealer manpower capability
  • Build, monitor and improve network for better market coverage.
• Grow “Brand DNA” by strategic marketing initiatives with various field initiatives
• Support Country Head in various reviews, projects, analytics etc.

General Requirements

Person profile : Must have basic knowledge of international business (culture, preferences) to adapt and blend with overseas stakeholders. Knowledge of French language is preferred.

Must have strong analytical skills.

Should have a strong Emotional Quotient (EQ) - “culturally agnostic”, open minded, good listening and negotiating skills, collaborative and able to produce results with diverse teams Around 8 to 10 years’ experience in Sales, Business Development (International experience in tractor, CE, HCV, Auto industry is preferred)

Long Description

Critical Skill Sets:

• Product knowledge
• Knowledge of Exports Incoterms, Export payment mechanism
• Compliance management
• International business – Systems & Process orientation
• Knowledge of international finance
• Knowledge of tractor industry
• International Logistics
• Commercial Acumen
• Product Knowledge of tractor and Farm Implement products

Industry Preferred

• Tractors
• Farm Equipment

Qualifications

BE (Mechanical / Automobile) + MBA Marketing / International Business (Preferable)