Job Description

Responsibilities & Key Deliverables

As a Territory Manager - Sales within Mahindra & Mahindra Ltd's Farm Division, you will be entrusted with managing and optimizing a dedicated set of dealerships to meet and surpass key business objectives such as sales volumes, market share growth, collections, deliveries, and spare parts sales. Your role involves ensuring the establishment of a robust and viable distribution network by strategically appointing dealers and sub-dealers, thereby securing comprehensive market coverage in your territory.

Key deliverables include:

• Supporting dealerships in resource planning by ensuring the availability of trained manpower in suitable numbers to maximize operational efficiency and customer satisfaction.
• Coaching dealers and their teams on the implementation of key systems such as MSS and Pancharatna, empowering them to elevate sales processes, service quality, and operational standards.
• Driving the enhancement of service infrastructure at dealer locations, implementing service systems designed to improve customer satisfaction and loyalty.
• Planning and executing regional sales campaigns, product launches, and promotional events that engage customers and stimulate product demand.
• Providing targeted training to dealer sales personnel focusing on pre-sales and sales methodologies, as well as updates on new product features and modifications.
• Conducting ongoing competitor analysis to gather market intelligence, assess competitor strategies and product performance, and feeding insights into strategic planning for the territory.
• Designing and deploying tailored incentive schemes that motivate dealers and sales teams to achieve defined sales targets and customer service standards.
• Facilitating strong liaison with financial institutions to explore and expand retail financing options, thereby empowering customers and boosting sales potential.

Success in this role requires a proactive and hands-on approach, with continuous engagement across the dealership network to stimulate growth, enhance capabilities, and ensure alignment with Mahindra & Mahindra Ltd’s values and strategic goals.

Preferred Industries

Education Qualification

B.E/B.Tech - Agricultural Engineering

General Experience

A successful candidate will typically have between 5 to 10 years of progressive experience in sales management, particularly within the agricultural machinery industry or comparable sectors. This experience should encompass managing dealership networks, driving sales growth, and executing marketing and promotional activities effectively.

The role demands proven capabilities in business development, relationship management, and operational coordination. Practical experience in coaching sales teams, designing incentive programs, and collaborating with financial institutions for retail financing solutions will be highly valuable.

Experience in working with diverse teams and stakeholders, along with familiarity with customer relationship management (CRM) systems, market research techniques, and performance metrics, will underpin the candidate's ability to drive results and sustain market competitiveness.

Critical Experience

• Strategic Business Orientation: Demonstrated ability to anticipate and leverage business opportunities with a global and strategic mindset, ensuring alignment with the company’s long-term objectives.
• Leadership through Sustainability: Commitment to sustainable business practices, including a frugal mindset and stakeholder focus, with sensitivity to the triple bottom line—economic, environmental, and social factors.
• Customer Focus: Exceptional skills in customer sensitivity, delivering customer delight, and maintaining a strong service orientation to foster lasting client relationships.
• Innovation Led Transformation: Capacity to be an idea-oriented change catalyst who embraces responsible risk-taking to drive transformation and continuous improvement.
• Result Orientation with Execution Excellence: Proven track record of effective project management, passion for quality, accountability, agility, and disciplined execution to consistently achieve targets.
• Leveraging Human Capital: Expertise in building exponential synergy within teams, fostering team development, encouraging entrepreneurial engagement, and appreciating diversity in the workplace.
• Weaving Passion and Energy at Work: Demonstrated passion for work, ability to work collaboratively across barriers, incorporating fun in the workplace, and embracing learning opportunities from failures.

These competencies are essential to not only drive business success but also cultivate a positive, inclusive, and high-performing culture that aligns with Mahindra & Mahindra Ltd’s values and vision.

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

System Generated Secondary Skills