Senior Territory Manager-Sales

Responsibilities & Key Deliverables

As a Senior Territory Manager-Sales at Mahindra & Mahindra Ltd, you will be entrusted with the critical responsibility of managing and optimizing a portfolio of dealerships within the territory to drive key business parameters including volumes, market share, collections, deliveries, and spares part sales.

• Build and sustain a viable and robust distribution network by strategically appointing dealers and sub-dealers to ensure comprehensive market coverage.
• Oversee the deployment and maintenance of trained manpower at dealerships to guarantee high operational efficiency and customer service standards.
• Facilitate capacity-building initiatives by coaching dealers and their teams in the execution of systems such as MSS and Pancharatna, aimed at streamlining operations and bolstering sales effectiveness.
• Ensure that each dealership is equipped with the appropriate service infrastructure and promote the adoption of service systems that elevate customer satisfaction and loyalty.
• Lead the planning and execution of local-level sales promotion events, launch new product initiatives, and collaborate closely with marketing teams to maximize impact.
• Provide comprehensive training to dealer sales personnel focusing on pre-sales engagement, sales processes, and detailed product knowledge including the latest updates and modifications.
• Conduct rigorous competitor analysis by tracking market activities, gathering actionable intelligence, and evaluating the performance of both competitor and own products to identify areas for growth and innovation.
• Develop and implement targeted incentive programs that motivate and reward dealer performance aligned with company objectives.
• Maintain proactive liaison with financial institutions and banks to explore innovative retail financing solutions that enhance product accessibility for customers.

This role requires a proactive approach, excellent stakeholder management skills, and the ability to operate across multiple interfaces to deliver results effectively.

Preferred Industries

Education Qualification

B.Tech - Agri

General Experience

The ideal candidate will have extensive experience, typically ranging between 5 to 10 years, in sales or business development roles within the automotive, agricultural machinery, or related industrial sectors. This experience ensures familiarity with the dynamics of dealership management, market operations, and the sales lifecycle.

Experience in managing diverse teams, driving large-scale sales campaigns, and working closely with cross-functional groups will be critical. The candidate should have demonstrated success in enhancing market share, optimizing dealer networks, and implementing strategic sales initiatives.

Additionally, experience using customer relationship management (CRM) tools, market analysis techniques, and financial reporting is essential for effectively monitoring performance and making data-driven decisions.

Prior exposure to customer-centric environments and experience working in geographically diverse territories will be beneficial for adapting to the variability in market conditions and customer expectations.

Critical Experience

The position requires critical experience in strategic business orientation, involving a thorough understanding of market perspectives and the capability to anticipate and leverage emerging business opportunities effectively. Candidates should have a proven track record of strategic foresight and a global mindset which enhances decision-making at both local and broader business levels.

Leadership through sustainability is a vital component, including an aptitude for strategizing around sustainability drivers, incorporating frugal mindsets, and maintaining a stakeholder-focused approach that values the triple bottom line: social, environmental, and financial outcomes.

A strong customer focus is essential, demonstrated through sensitivity to customer needs, a commitment to customer delight, and excellence in service orientation.

Innovation-led transformation capabilities are expected, including an orientation towards ideas, acting as a catalyst for change, and responsibly embracing risk-taking to foster growth and competitiveness.

Result orientation with execution excellence forms a cornerstone of the role, requiring skills in effective project management, a passion for quality, accountability for tangible outcomes, and agility balanced with disciplined processes.

Leveraging human capital through exponential synergy, team development, entrepreneurial engagement, and appreciation of diversity ensures a collaborative and high-performing work environment.

Lastly, weaving passion and energy at work by being passionate about the role, working without barriers, blending enjoyment with work, and learning constructively from failures contributes to a vibrant and resilient team culture.

System Generated Core Skills

System Generated Secondary Skills