Regional Sales Manager

Responsibilities & Key Deliverables

As the Regional Sales Manager for Mahindra & Mahindra Ltd's Automotive Division, you will be responsible for driving the sales performance and market share growth for the Passenger Vehicle segment across the Orissa - Bhubneshwar region. Your core responsibilities include setting and achieving ambitious sales targets by managing billing volumes and effectively utilizing key sales enablers such as Rural initiatives, Fleet sales, and Government accounts.

You will lead comprehensive planning efforts involving volume forecasting, electronic demand change management (EDCM), and working capital optimization to ensure smooth operational flow and financial health of the sales geography. Collaboration with finance partners will be essential to design and implement special schemes that enhance volume achievement and profitability.

Driving market share expansion requires you to analyze competitive landscapes, anticipate industry trends, and develop strategic initiatives to add new dealer outlets and maximize existing territory potential. Using root cause analysis, you will identify challenges and implement corrective actions to address market dynamics effectively.

Dealer profitability management will be a key deliverable, which includes maintaining adequate manpower, managing interest costs by controlling stock levels below 30 days, and optimizing marketing expenses such as discounts. You will also monitor sales break-even points closely and propel accessory sales growth.

As a leader, you will be deeply involved in team development—coaching Area Sales Managers (ASMs) to achieve exceed-to-budget results (ETBR), conducting regular dealership reviews, and exemplifying leadership qualities through active engagement and leading by example with a 'walk the talk' approach.

Customer centricity remains central to your role; deploying customer satisfaction crusades, reviewing belt scores, and fostering a culture focused on sales and pre-sales customer delight will be priorities. You will drive initiatives to ensure seamless information flow across all stakeholders, fostering transparency and alignment.

Preferred Industries
Automotive Industry Computers, Hardware Education Qualification

The ideal candidate will hold an MBA or a Post Graduate Diploma in Management, preferably with a specialization in Sales, Marketing, or Business Administration. This advanced education provides the strategic, analytical, and leadership foundation necessary to excel in this role.

Additional certifications or training in sales management, financial acumen, and market analytics would be advantageous, contributing to your ability to make data-driven decisions and lead multifaceted sales operations.

Competency in business management principles, including budgeting, forecasting, and human resource management, is expected, supporting effective planning and execution across your sales region.

Continuous learning and professional development are encouraged to stay ahead of industry trends and evolving market conditions.

General Experience

We seek candidates with 12 to 15 years of comprehensive experience in sales roles within the automotive or closely related industries such as computers hardware. This experience should include progressive responsibility for managing sales teams, driving market growth, and working with diverse sales channels.

Your career should demonstrate a strong track record in forecasting, volume management, and financial oversight, including working capital and profitability management. Effective stakeholder management and the ability to collaborate cross-functionally with finance, marketing, and operations teams are critical.

Experience working in dynamic and competitive markets, anticipating trends and adapting sales strategies accordingly, will be highly valuable to ensure sustained business growth.

Strong interpersonal and leadership skills are essential to inspire and mentor sales teams, enhance dealer relationships, and foster customer satisfaction.

Critical Experience

The candidate must have a minimum of 8 to 10 years of specialized experience in managing sales leadership roles, particularly handling the responsibilities of an Area Sales Manager (ASM) or equivalent. This experience should involve direct management of sales managers, institutional sales, and business development across a sizable geography or zone.

Demonstrated ability to lead institutional sales for a zone, including managing dealer networks, forecasting demand, and executing sales plans tailored to regional market conditions, is critical.

Proven success in driving sales growth through strategic initiatives such as dealer expansion, market share gain strategies, and leveraging sales enablers like corporate accounts, rural markets, and exchange programs is essential.

Experience in working capital management, pricing strategies, and margin enhancement to optimize dealer profitability reflects your capability to balance volume growth with financial discipline.

Strong leadership competencies, including coaching capabilities, team motivation, and stakeholder engagement, are necessary to nurture a high-performing sales culture aligned with organizational goals.

System Generated Core Skills
Capability Building Change Management Consultative Selling Corporate Sales Planning Sales Planning Credit Management Customer Satisfaction Service Orientation Customer Sensitivity Relationship Management Dealer Management Demand Forecasting Designing Customer Experience Financial Management Understanding Customer Needs Manpower Management Manpower Planning Market Acumen Industry Analysis Regulatory Compliance Market Intelligence Market Research Order Management Performance Management Product Knowledge & Application Project Management Project Planning & Execution Risk Analysis Territory Coverage Optimization Channel Development Working Capital Management Market Share Analysis Target Setting Forecasting Industrial Knowledge Trend Analysis Identifying New Markets Strategic Planning Competitor Analysis Territory Development Root Cause Analysis Planning for Dealership Profitability Break-even Analysis Team Management Training & Development Customer Centricity Institutional Selling Statutory Compliance System Generated Secondary Skills

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