Territory Manager - Sales

Mahindra and Mahindra Limited [Automotive and Farm Equipment Business]; YSR Kadapa; Sur place; INR 900 000 - 1 500 000; Plein temps

Résumé du poste

Mahindra and Mahindra Limited (Automotive and Farm Equipment) seeks a seasoned Sales Manager to oversee dealer networks across the Kadapa region. You will drive sales volumes, market share, and service quality by building strong partnerships with dealers and financial institutions.

You will plan promotions, coordinate product launches, and coach dealer staff on pre-sales processes and product features, while coordinating with marketing, finance and product teams to ensure cohesive growth in a

Qualifications

• 5–10 years of sales management experience in automotive or farm equipment sectors.
• Experience managing dealer networks and implementing sales strategies.
• Manpower management and customer relationship management experience.
• Exposure to financial reporting, inventory control and credit management.
• Track record leading sales campaigns, product launches and market share growth.

Responsabilités

• Oversee and manage a portfolio of dealerships to achieve key business parameters (sales volumes, market share, collections, deliveries, spare parts).
• Develop and maintain a distribution network by appointing dealers and sub-dealers to optimize market coverage.
• Ensure dealerships are staffed with adequately trained manpower for excellent customer interaction and service delivery.
• Champion adoption of MSS and Pancharatna with coaching for seamless system integration.
• Drive service infrastructure at dealership locations with standardized service systems to elevate customer satisfaction.
• Plan, coordinate and execute local sales promotions and product launches to boost brand presence.
• Deliver training programs for dealer staff on pre-sales techniques and product features.
• Conduct competitive intelligence by tracking competitor activities and product performance to guide decisions.
• Design and implement tailored incentive schemes for dealers to reinforce growth.
• Foster partnerships with financial institutions to expand retail financing options.
• Collaborate with marketing, product development and finance for cohesive strategy.

Connaissances

Business Development

CRM

Market Research

Lead Generation

Territory Management

Promotional Activities

Inventory Management

Credit Management

Customer Segmentation

Sales Campaigns

Formation

B.E./B.Tech - Agricultural Engineering

Description du poste

Job Description:

Responsibilities & Key Deliverables

• Oversee and manage a portfolio of dealerships to consistently achieve key business parameters, including sales volumes, market share expansion, timely collections, product deliveries, and spare parts sales, ensuring robust performance across all metrics.
• Develop and maintain a viable and strategically located distribution network by identifying, appointing, and nurturing dealers and sub-dealers to optimize market coverage and accessibility.
• Ensure all dealerships are staffed with adequately trained and motivated manpower, aligning resources with operational demands to guarantee excellent customer interaction and service delivery.
• Champion and support dealerships in the adoption and execution of critical operational systems such as MSS and Pancharatna, providing coaching and resources to ensure seamless system integration and adherence.
• Drive the establishment and enhancement of suitable service infrastructure at dealership locations, promoting the implementation of standardized service systems aimed at elevating customer satisfaction and loyalty.
• Plan, coordinate, and execute local sales promotion events and product launches that align with corporate marketing strategies and boost brand presence in assigned territories.
• Deliver comprehensive training programs for dealer sales staff focusing on pre-sales techniques, sales processes, and detailed knowledge of new product features and modifications to elevate sales effectiveness.
• Conduct regular competitive intelligence gathering by tracking competitor activities, analysing performance feedback of competitor and own products to inform strategic sales and marketing decisions.
• Design and implement tailored incentive schemes for dealers, aligning motivational strategies with business goals to reinforce performance excellence and market growth.
• Foster strong partnerships with financial institutions and banks to explore and expand retail financing options, facilitating easier purchase decisions for customers and enhancing sales throughput.
• Collaborate closely with cross-functional teams including marketing, product development, and finance to ensure cohesive execution of business strategies and optimize territory performance.

Education Qualification

B.E/B.Tech - Agricultural Engineering

General Experience

The role necessitates a solid general experience of 5 to 10 years in sales management, preferably within the automotive or farm equipment sectors, to ensure familiarity with the industrys dynamics and customer expectations.

Experience in managing dealer networks, conducting market research, and implementing sales strategies will be fundamental to succeeding in this position.

Proven capability in manpower management, customer relationship management, and achieving sales targets under competitive conditions is essential.

Prior exposure to financial reporting, inventory control, and credit management enhances effectiveness in aligning operational and business objectives.

Candidates demonstrating a track record of leading successful sales campaigns, facilitating product launches, and driving market share growth through innovative approaches will be preferred.

Critical Experience

The candidate must bring critical experience in territory management, including outstanding skills in business development and consumer marketing tailored to the agricultural machinery sector.

Hands-on experience in dealership network optimization and capability building to ensure sustained growth and customer satisfaction within assigned regions is mandatory.

Competence in designing and executing incentive programs, as well as managing complex sales promotions and product launches, is necessary to invigorate dealer engagement and market penetration.

Expertise in leveraging market intelligence and customer insights to adapt sales strategies and anticipate competitive threats will be pivotal.

Experience working with financial institutions to facilitate product finance and credit solutions, improving customer purchase power and fostering long-term business relationships, is highly desirable.

Demonstrated leadership through sustainability principles and a proven ability to cultivate team development, appreciate diversity, and drive innovation within the sales function are crucial for success at Mahindra & Mahindra Ltd.

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