Territory Manager

Responsibilities & Key Deliverables

As a Territory Manager Sales at Mahindra & Mahindra Ltd, Farm Division, your primary responsibility will be to generate and convert enquiries related to the Mahindra portfolio, specifically targeting farmers with substantial land holdings. You will champion the offering of advanced farm mechanization solutions tailored to various crop stages, ensuring farmers achieve enhanced productivity through innovative technology.

Your role includes forging strong partnerships by demonstrating proofs of concept and facilitating hands-on demonstrations of our latest products and solutions. This practical approach will help build trust and validate the superior benefits of Mahindra equipment among farming communities.

Exploring and developing new revenue streams for farmers will be a strategic focus, helping diversify their income sources. Additionally, you will spearhead upskilling initiatives aimed at labourers and tractor drivers, boosting their proficiency in utilizing farm mechanization equipment effectively and safely.

You will employ a bundled solution-based selling strategy, showcasing the unique advantages of combining Mahindra tractors with a wide range of implements. This approach underscores the comprehensive value and performance superiority of our product range over competitors.

Key deliverables will include meeting sales targets, expanding market penetration within your territory, and maintaining exemplary customer satisfaction levels. Close collaboration with internal teams and adherence to Mahindra's leadership competencies and strategic business orientation will be essential to your success.

• Lead end-to-end enquiry management and conversion processes.
• Implement farm mechanisation solutions for different crop cycles.
• Conduct product demonstrations and engage farmers through practical showcases.
• Develop innovative revenue opportunities aligned with farmer needs.
• Organize training sessions for labourers and equipment operators.
• Structure bundled product offerings to emphasize Mahindra's competitive edge.
• Maintain clear and timely data reporting and market feedback.

Preferred Industries
Farm Sector Education Qualification

The ideal candidate should possess a minimum educational qualification of a bachelor's degree in Agriculture, Agricultural Engineering, Business Management, or any related discipline that supports sales and farm mechanisation technology.

Further academic credentials, such as diplomas or certifications in farm mechanization, sales management, or agribusiness, will be highly regarded and can provide a valuable edge in understanding both the technical and commercial aspects of the role.

Mahindra places great emphasis on continuous learning and professional development, so candidates who have demonstrated ongoing commitment to expanding their knowledge through workshops, training programs, or advanced courses will find this beneficial.

Key educational qualifications include:

• Bachelor's degree in Agriculture, Agricultural Engineering, Business Management, or closely related fields.
• Additional certifications or diplomas in farm mechanization, sales strategies, or rural development are advantageous.
• Proficiency in industry-specific software and customer relationship management (CRM) tools will be considered a plus.

General Experience

Candidates must bring substantial general experience within sales and farm mechanization, particularly relating to the agricultural sector. Exposure to sales operations within the rural or farm equipment industries is highly beneficial.

Experience working with large landholding farmers and understanding their unique needs regarding mechanization and productivity solutions will enhance the candidate's effectiveness in this role.

The ideal profile includes a solid track record of meeting and exceeding sales targets, developing long-term customer relationships, and delivering value-added solutions that directly impact farm productivity.

Comfort with market intelligence gathering, competitive analysis, and customer segmentation will enable the candidate to strategically target and grow the territory's market share.

• Minimum 3-5 years experience in sales or business development, preferably in the agricultural machinery or related industries.
• Hands-on experience with customer relationship management, enquiry generation, and lead conversion.
• Exposure to rural markets and understanding of the socio-economic factors influencing farm mechanization.
• Proven ability to manage sales territories effectively and achieve revenue targets.
• Experience coordinating training or capability building programs for end-users or operators is favourable.

Critical Experience

Critical experience required includes in-depth knowledge of farm mechanization solutions, encompassing both tractors and implement product ranges, especially for diverse cropping stages and land sizes.

Expertise in consultative selling, with a strong emphasis on bundled solution-based approaches, is crucial to demonstrating Mahindra's technological superiority in mechanization products.

Candidates must have demonstrated success in converting enquiries into tangible sales within the farm sector, ideally in high-value agricultural markets characterized by landowners with large holdings.

Exceptional skills in upskilling and training agrarian labourers and equipment operators to optimize machinery use will also be essential. This involves both technical training and change management capabilities.

Moreover, the candidate should be proficient in leveraging market research, customer profiling, and performance data analytics to inform sales strategies and territory expansion.

• Proven success in sales and promotion of farm mechanization equipment, including tractors and implements.
• Experience in designing and delivering effective training sessions for tractor drivers and farm labour.
• Strong track record in lead generation, conversion, and managing a sales funnel in rural agricultural markets.
• Capability to develop and execute bundled product solutions highlighting combined product benefits.
• Ability to gather and analyze market intelligence to anticipate trends and leverage business opportunities.

System Generated Core Skills
Consumer Insighting Credit Management Customer Profitability Customer Relationship Management (CRM) Customer Segmentation Data Reporting Manpower Management Designing Review Mechanism Financial Management Financial Reporting Inventory Management Key Account Management Lead Generation Market Intelligence Market Research Marketing Campaigns Negotiation Performance Management Training & Development Promotional Activities Revenue Generation Reward Management Sales Planning Territory Coverage Optimization Data Analysis Capability Building Enquiry Management System Generated Secondary Skills

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