Sales Channel Development Manager
5 days ago
Job Title: Sales Channel Development Manager
Company: Mahindra & Mahindra Ltd
Responsibilities:
Network Strengthening
- Develop and implement strategies to adhere to dealer appointment plans for tractors and farm machinery.
- Improve secondary level network quality and throughput by enhancing branch and sales point performance.
- Induct and install new dealers, ensuring smooth onboarding and integration.
- Implement retail identity programs at dealerships to enhance customer experience.
- Ensure channel readiness for new product launches by coordinating with cross-functional teams.
Dealer Performance Management
- Develop and execute performance management plans for new dealers, including reviews and action plan implementation.
- Provide handholding support to new dealers to ensure they meet expectations.
- Identify areas for improvement and implement corrective actions for underperforming dealerships.
- Deploy and monitor new strategies for low-share market activities.
- Roll out and manage the Dealer Performance Management program (Panchratna) for dealer owners.
Capability Building for Dealer Owner and Dealership Employees
- Develop and deliver training programs for dealership manpower, including solution selling, product knowledge, and systems utilization.
- Conduct periodic customized training programs for dealer owners and employees.
- Monitor progress and provide feedback to dealership employees.
- Ensure dealer owners are registered for relevant training programs, such as IIMB and NEEV.
Systems and Processes
- Implement and monitor system adherence at dealerships, including FDW and IdeaNxt.
- Install and train dealerships on FDW.
- Provide training to new territory managers on FDW and R&R programs.
- Undertake innovation projects to improve dealership operations.
Dealer Bonding
- Conduct state dealer councils to discuss improvement opportunities and enhance DSI competencies.
- Implement actions to improve dealer bonding and relationships.
- Enhance customer focus, teamwork, people development, result orientation, and execution excellence among dealerships.
General Requirements
- Proficiency in computers, including MS Office, and SAP knowledge is an asset.
- Good communication skills, both verbal and written.
- Good presentation skills.
- Willingness to travel.
Preferred Industries
- Sales
- Tractor
- Farm Sector
Education Qualification
- Engineering graduate (Post-graduation in Management is preferred).
General Experience
- 5-8 years of relevant experience in handling dealership networks, preferably in the automobile industry.
Critical Experience
- Ability to converse in the local language, Hindi, and English.
- Process-oriented approach.
- System-generated core skills.
- Consumer insights.
- Liaising.
- Process management.
- Dealer performance management.
- Dealer capability building.
- System implementation.
- Product knowledge.
- Digital orientation.
- Data analysis.
- Dealer relationship management.
- Dealer appointment and onboarding.
- Channel management.
- Dealer value proposition.
- Channel strategy.
- Key account management.
- Working capital management.
Language: English
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