Territory Manager- FM Sales

Mahindra and Mahindra Limited [Automotive and Farm Equipment Business]; Jodhpur; On-site; INR 800,000 - 1,300,000; Full time

Job summary

Mahindra & Mahindra Limited is hiring for a Distributor/Market Development role in the agricultural equipment segment. The candidate will drive sales, identify distributor locations, and manage revenue through a network of dealers.

The role requires 4+ years in the tractor industry, strong product knowledge of implements, and the ability to build lasting dealer relationships and strategic market plans. Location-based responsibilities involve retirement of networks and cash-flow management.

Qualifications

• Diploma or BE in Mechanical, Automobile or Agricultural Engineering.
• 4+ years in tractor industry with implements experience preferred.
• Strong communication in English, Hindi and local language; tractor driving with implements.

Responsibilities

• Position new agricultural equipment in a buoyant market.
• Identify locations to place distributors to develop markets.
• Maintain target share of yearly revenue through distributor channels.
• Devise distributor schemes to motivate higher volumes.
• Evaluate markets for promotional activities to establish products.
• Build and sustain relationships with large distributors.
• Guide distributors to expand their retail networks.
• Understand distributors' cash flow and design delivery/collection schemes.
• Collaborate with financiers to devise retail/wholesale financial schemes.
• Monitor distributor volumes weekly and monthly via reviews.
• Establish enquiry management and retail processes at dealerships.

Skills

Relationship Mgmt

Dealer Mgmt

Product Knowledge

Market Analysis

Cash Flow Mgmt

Team Management

Sales Planning

Channel Profitability

Territory Development

Forecasting

Retail Sales

Enquiry Mgmt

Onboarding

Education

Diploma / BE (Mech/Automobile/Agri)

Tools

Dealer Management System

Job description

Job Description:

Responsibilities & Key Deliverables

• 1. Positioning of New Agricultural Equipment in buoyant market
• 2. Identify locations to put distributors to develop markets based on competition performance & upcoming markets
• 3. Maintain a pre-decided percentage / share of the yearly revenue through the distributor channel
• 4. Understanding the latent need of the distributors and devise sales schemes to motivate them to do higher volumes
• 5. Evaluate markets for specific sales promotion activities to establish a particular product
• 6. Build a healthy & sustainable relationship with large distributors
• 7. Guide distributors in expanding their retail network
• 8. Understanding the cash-flow of business & devise delivery & collection schemes for distributors.
• 9. Collaborate with Financers to devise special retail & whole-sale implement financial schemes for the distributors
• 10. Monitoring week-wise & month-wise distributor volumes through a structured review mechanism
• 11. Establish processes at dealership in terms of enquiry management and retail through the dealer management system

Education Qualification

Diploma / BE (Mech / Automobile/ Agri )

General Experience

4+ years in Tractor Industry - Implements Experience preferred

Critical Experience

• 1.) Good Communication skills ( English , Hindi & Local Language )
• 2.) Tractor Driving skills with implements
• 3.) Product Knowledge (Implements) (Technical Know How)- Hand on Experience is must
• 4.) Relationship Management with Dealers + Stakeholders
• 5.) Financial Acumen
• 6.) Market Strategy Development

System Generated Core Skills

• Benchmarking
• Relationship Management
• Dealer Management
• Product Knowledge & Application
• Trend Analysis
• Market Development
• Revenue Management
• Need Analysis
• Team Management
• Market Analysis
• Product Positioning
• Business Development
• Territory Development
• Cash Flow Management
• Performance Management
• Insighting
• Designing Review Mechanism
• Liasoning
• Identifying New Markets
• Product Mix
• Forecasting
• Retail Sales
• Enquiry Management
• Dealer Evaluation & Selection
• Channel Profitability
• Sales Planning
• Dealer Selection & Onboarding