Regional Sales Business Manager

Mahindra and Mahindra Limited [Automotive and Farm Equipment Business]; Patna; On-site; INR 900,000 - 1,500,000; Full time

Job summary

Mahindra and Mahindra Limited [Automotive and Farm Equipment Business] in Patna invites a seasoned Sales Manager to drive regional volumes and market share for the Passenger Vehicle segment. You will manage billing volumes, forecast demand, and collaborate with finance partners on schemes, with P&L accountability for the geography.

Key duties include dealer network development, territory planning, and leading ASMs to optimize profitability, customer satisfaction, and channel development across

Qualifications

• MBA or PGDM in management with 12-15 years experience
• Experience of handling Sales Manager (ASM) profile for an area
• Experience in managing Institutional Sales for a Zone for 8-10 years

Responsibilities

• Responsible for achieving target sales volumes and Market Share for a region by managing billing volumes and leveraging sales enablers like Rural, fleet, govt etc.
• Manage P&L for a complete geography for Passenger Vehicle segment and forecast demand.
• Plan for Sales of N+1 month and gain market share through target setting and dealer development.
• Drive dealer profitability, control stock turns, and optimize sales expenses and discounts.
• Lead and coach ASMs for field execution, customer satisfaction, and channel development.
• Review territories based on potential and perform RCA to drive action.

Skills

Sales leadership

ASM experience

Territory planning

Dealer management

Channel development

Forecasting

P&L management

Market share analysis

Customer satisfaction

Experience in Institutional Sales

Credit management

Team management

Strategic planning

Regulatory compliance

Relationship management

Education

MBA; Post Graduate Dip in Mgmt

Job description

Job Description:

Responsibilities & Key Deliverables

Responsible for achieving target sales volumes and Market Share for a region by managing billing volumes and leveraging sales enablers like Rural, fleet, govt etc This role is also responsible for managing Pand L for a complete geography for Passenger Vehicle segment. Volumes - Ensure Target setting and forecasting. Manage billing volumes, EDCM ( Electronic demand change management) orders as per forecast. Working Capital Management. Leverage Sales enablers: Corporate, Rural and Exchange. Work with finance partners for improved volumes and special schemes. Plan for Sales of N+1 month. "Gain Market Share - Target setting for market share gain. Existing Dealer Outlet Addition. Anticipate industry trends and identify opportunities. Create winning strategies against competition. Review with territories based on potential . Market information and Root cause analysis". Ensure authentic and correct information flow to all stakeholders. Devise actions based on RCA. "Dealer profitability- Ensure Manpower Adequacy and Productivity. Maintain Interest cost - stock < 30 days. Optimize sales expenses - market discounts . Monitor Sales Break Even (SBE. Drive accessories sales . Team management, coaching and walk the talk- Hand hold and coach ASMs for ETBR". Review at selected dealerships. Demonstrate and lead by exle:Walk the talk. "Customer centricity - Ensure Crusade deployment and review belt score. Strive for customer satisfaction in sales and pre-sales"

Preferred Industries

• Automotive Industry
• Computers, Hardware

Education Qualification

MBA; Post Graduate Dip in Mgmt

General Experience

Experience of 12-15 years

Critical Experience

Experience of handling Sales Manager (ASM) profile for an area, management of Institutional Sales for a Zone for at least 8-10 years

System Generated Core Skills

• Capability Building
• Change Management
• Consultative Selling
• Corporate Sales Planning
• Sales Planning
• Credit Management
• Customer Satisfaction
• Service Orientation
• Customer Sensitivity
• Relationship Management
• Dealer Management
• Demand Forecasting
• Designing Customer Experience
• Financial Management
• Understanding Customer Needs
• Manpower Management
• Manpower Planning
• Market Acumen
• Industry Analysis
• Regulatory Compliance
• Market Intelligence
• Market Research
• Order Management
• Performance Management
• Product Knowledge & Application
• Project Management
• Project Planning & Execution
• Risk Analysis
• Territory Coverage Optimization
• Channel Development
• Working Capital Management
• Market Share Analysis
• Target Setting
• Forecasting
• Industrial Knowledge
• Trend Analysis
• Identifying New Markets
• Strategic Planning
• Competitor Analysis
• Territory Development
• Root Cause Analysis
• Planning for Dealership Profitability
• Break-even Analysis
• Team Management
• Training & Development
• Customer Centricity
• Institutional Selling
• Statutory Compliance

System Generated Secondary Skills

Requirements: