Territory Manager - Sales

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.

Preferred Industries

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 industry's 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

System Generated Secondary Skills