Territory Manager

Responsibilities & Key Deliverables

• Generate and convert enquiries for the Mahindra portfolio targeted at farmers with high land holdings, focusing on building strong relationships and trust.
• Offer comprehensive farm mechanization solutions tailored to diverse crop stages, ensuring optimal usage of agricultural equipment.
• Partner with farmers to enhance farm productivity through demonstration of proof of concept and deployment of demo models, facilitating informed decision-making.
• Identify and explore new revenue opportunities to support farmers in adopting modern mechanization technologies and increasing operational efficiency.
• Lead initiatives to upskill laborers and tractor drivers, focusing on the effective and safe application of farm mechanization equipment to improve productivity and reduce downtime.
• Promote bundled solution-based selling strategies that highlight the synergistic benefits of Mahindra tractors combined with the extensive range of implements, emphasizing superior performance and reliability.
• Collaborate closely with internal teams and stakeholders to align customer needs with product capabilities, ensuring high satisfaction and sustained business growth.
• Monitor market trends, competitor activities, and customer feedback to continuously refine approaches and contribute to strategic business decisions.
• Prepare and present detailed reports and analysis on enquiry generation, conversion rates, and revenue contributions, supporting data-driven planning and forecasting.
• Maintain compliance with all company policies and safety regulations while representing Mahindra's brand values within the assigned territory.

Preferred Industries
Farm Sector Education Qualification

The successful candidate is expected to hold a Bachelor's degree in Agriculture, Agricultural Engineering, Business Administration, or a related field. A higher qualification such as a Master's degree or relevant certifications in farm mechanization, agricultural technology, or sales management will be considered an advantage.

Educational qualifications should include:

• Strong foundation in agricultural sciences and mechanization principles.
• Understanding of rural economies and farming practices to better connect with the target customer base.
• Knowledge of sales and marketing strategies tailored to the agricultural sector.
• Familiarity with technological advancements in farm equipment and implements.
• Proficiency in data analysis and reporting tools relevant to sales performance and market research.

Continuous learning mindset, with openness to participate in internal and external training programs to stay updated with evolving industry standards and Mahindra's innovative solutions.

General Experience

Applicants should demonstrate a minimum of 3 to 5 years of progressive experience in sales or farm mechanization roles within the agricultural sector. Candidates with prior exposure to the farm equipment industry, especially those handling large landholding customers, will have significant advantages.

General experience requirements include:

• Proven track record in generating leads and successfully converting enquiries to sales within a competitive environment.
• Hands-on experience with market intelligence and customer relationship management to enhance client engagement.
• Effective inventory and financial management capabilities aligned with sales targets.
• Experience in training and development of field personnel, improving operational effectiveness and customer satisfaction.
• Demonstrated ability to work collaboratively across functions and with diverse stakeholders in the agricultural business ecosystem.
• Sound understanding of agricultural cycles and the critical stages where mechanization impacts productivity.
• Capability to manage data reporting and performance review mechanisms to steer strategic sales planning.

Critical Experience

The role demands critical experience that deepens one's ability to deliver specialized farm mechanization solutions effectively. Candidates should possess advanced skills and knowledge in the following areas:

• Extensive experience in enquiry generation specifically targeting high landholding farmers and customized mechanization solutions addressing their unique farming challenges.
• Strong expertise in partnership building that supports farm productivity enhancement through innovative demonstration models and proof of concept deployments.
• Track record of identifying and capitalizing on new revenue streams within the agricultural equipment sector, supported by a keen insight into farmers' needs and industry trends.
• Advanced competency in training and upskilling tractor drivers and farm laborers, fostering increased efficiency and application of mechanized tools.
• Successful implementation of bundled product selling approaches that convincingly showcase the superiority and integrated benefits of Mahindra tractors and implement ranges, facilitating higher customer adoption rates.
• Proficiency in strategic business orientation with demonstrated ability to anticipate and leverage business opportunities in the farm sector.
• Excellent stakeholder management skills, balancing customer focus with sustainability principles and delivering exceptional customer delight and service orientation.
• Comfort with leveraging data analytics and market research tools to drive informed decision-making and innovation-led transformation within assigned sales territories.

This critical experience is essential to excel as a Territory Manager - Sales in Mahindra & Mahindra Ltd, contributing significantly to the Farm Division's business growth and strategic objectives.

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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