Senior Territory Manager - FM

Mahindra and Mahindra Limited [Automotive and Farm Equipment Business]; NTR; On-site; INR 1,500,000 - 2,100,000; Full time

Job summary

Mahindra and Mahindra Limited [Automotive and Farm Equipment Business] seeks a seasoned professional to oversee dealership operations, build a robust distribution network, and drive service and training programs across the territory. The role focuses on elevating sales, customer satisfaction, and brand presence through strategic dealer engagement and financing collaborations.

The candidate will implement MSS and Pancharatna, lead capability-building initiatives, and mentor dealer teams to

Qualifications

• Total experience: min 5 years in dealership sales/management.
• Proven ability to develop distribution networks and drive sales growth.
• Strong knowledge of farm machinery/automotive industry dynamics.
• Experience implementing MSS and Pancharatna systems.
• Proven ability to design incentive programs for dealers.
• Ability to liaise with banks for retail financing.
• Excellent leadership and training capabilities.
• Strong market intelligence and competitive analysis.

Responsibilities

• Oversee and manage multiple dealership operations to meet and exceed targets (volume, market share, collections, deliveries, spare parts).
• Develop a robust distribution network by appointing dealers and sub-dealers for market coverage.
• Ensure dealerships are staffed with trained personnel to deliver customer service and operational excellence.
• Mentor dealers in MSS and Pancharatna to ensure adherence and continuous improvement.
• Drive enhancement of service infrastructure by implementing advanced service systems.
• Plan local-level sales promotions and product launches to stimulate growth.
• Train dealer sales teams on pre-sales techniques and product updates.
• Analyze competitor activity and market feedback to identify competitive advantages.
• Design and deploy incentive schemes for dealers aligned with company goals.
• Collaborate with banks to enable retail financing solutions for customers.
• Monitor dealer inventory levels to optimize stock and minimize risk.
• Lead capability-building programs and performance management initiatives.

Skills

Dealership network management

Market coverage

Sales leadership

Training & development

Industry knowledge

Customer service excellence

Strategic planning

Education

BE/B.Tech in Agricultural Engineering

Tools

MSS

Pancharatna

Job description

Job Description:

Responsibilities & Key Deliverables

• Oversee and manage multiple dealership operations for FM Salesto consistently meet and exceed business targets including volume, market share, collections, deliveries, and spare parts sales within the assigned territory.
• Develop a robust and viable distribution network by strategically appointing dealers and sub-dealers to ensure comprehensive market coverage and accessibility.
• Ensure that dealerships are staffed with adequately trained and competent personnel to deliver exceptional customer service and operational excellence.
• Facilitate and mentor dealers and their teams in the implementation of critical operational systems such as MSS and Pancharatna, ensuring adherence and continuous improvement.
• Drive the enhancement of service infrastructure at dealerships by coordinating and overseeing implementation of advanced service systems, with the aim of elevating customer satisfaction and loyalty.
• Plan, execute, and monitor local-level sales promotion events and product launches, fostering brand awareness and stimulating sales growth.
• Conduct comprehensive training sessions for dealer sales personnel on pre-sales techniques, sales processes, and updates on new product features or modifications to enhance selling effectiveness.
• Analyse competitor activities through market intelligence gathering, evaluate product performance feedback, and identify areas for competitive advantage.
• Design, develop, and implement targeted incentive schemes for dealers to motivate sales performance aligned with business objectives.
• Collaborate closely with financial institutions and banks to explore and establish innovative retail financing solutions, improving product accessibility for customers.
• Monitor inventory levels and work closely with dealers to optimize stock management, ensuring product availability and minimizing financial risks.
• Lead initiatives to build dealership capabilities through continuous capability‑building programmes and performance management interventions.

Education Qualification

B.E/B.Tech - Agricultural Engineering

General Experience

Total Experience - Min 5 Years

Critical Experience

• Proven expertise in managing dealership networks and optimising territorial market coverage to achieve sales and business objectives.
• In-depth knowledge of farm machinery or automotive industry dynamics, including product knowledge, customer requirements, and competitive landscape analysis.
• Strong capability in training and developing dealership personnel to enhance sales effectiveness and customer service standards.
• Experience in implementing business systems and operational frameworks like MSS and Pancharatna that drive process efficiency and customer satisfaction.
• Proficiency in designing and deploying incentive programs that effectively motivate dealers and align with company goals.
• Ability to liaise and negotiate with financial institutions, facilitating retail finance solutions tailored to customer segments and product offerings.
• Skilled in event planning and execution for promotional activities including product launches and sales campaigns to stimulate demand and brand presence.
• Demonstrated capacity to analyse market trends, competitor strategies, and customer feedback to recommend strategic actions for improved market positioning.
• Leadership competencies aligned with Mahindra’s values, including strategic business orientation, customer focus, innovation, result orientation, and leveraging human capital.
• Strong interpersonal and communication skills with a collaborative approach, fostering relationships across diverse teams and stakeholders.

System Generated Core Skills

• Business Development
• Consumer Insighting
• Consumer Marketing
• Credit Management
• Customer Profitability
• Customer Relationship Management (CRM)
• Customer Segmentation
• Manpower Management
• Financial Reporting
• Inventory Management
• Lead Generation
• Market Research
• Marketing Campaigns
• Marketing Metrics
• Performance Management
• Product Knowledge & Application
• Promotional Activities
• Territory Coverage Optimization
• Working Capital Management
• Capability Building
• Enquiry Management