Senior Territory Manager

Responsibilities & Key Deliverables

As a Territory Manager Sales at Mahindra & Mahindra Ltd, you will be responsible for leading and managing a network of dealerships within the assigned territory to fulfil key business objectives including volume targets, market share expansion, customer collections, product deliveries, and spare parts sales. Your role involves ensuring that the distribution network is robust and viable by identifying and appointing new dealers or sub-dealers to achieve optimal market penetration.

You will ensure that dealerships are staffed with adequately trained personnel, fostering a skilled workforce capable of delivering exceptional customer service. Facilitating and coaching dealers and their teams in the implementation of business systems such as MSS and Pancharatna is critical for maintaining operational excellence.

In addition, you will oversee the readiness of service infrastructure and champion service system improvements aimed at enhancing overall customer satisfaction. Organising and executing local sales promotions, product launches, and marketing campaigns will be a vital part of your responsibilities to stimulate demand and brand loyalty.

Training dealer sales staff on advanced pre-sales techniques, sales processes, and recent product updates ensures a knowledgeable front-line team that can effectively address customer needs and queries. Keeping abreast of competitor activities will allow you to capture market intelligence and provide valuable feedback on comparative product performance.

You will also be instrumental in designing and implementing tailored dealer incentive schemes that encourage sales growth and loyalty. Collaborating with financial institutions and banks, you will explore innovative retail financing opportunities that increase product accessibility for customers.

• Manage dealership performance against defined business parameters.
• Develop and expand the dealer network for comprehensive market coverage.
• Ensure sufficient manpower training and development at dealership levels.
• Coach and support dealers in business system implementations.
• Guarantee appropriate service infrastructure and excellence in customer care.
• Plan and conduct local sales events and promotional activities.
• Deliver targeted sales training programs to dealer personnel.
• Monitor competitor activities and market trends closely.
• Create and administer dealer incentive initiatives.
• Coordinate with financial partners to enhance retail financing options.

Preferred Industries
Education Qualification

The ideal candidate should possess formal education in engineering disciplines, preferably holding a Diploma in Engineering or a Bachelor of Engineering degree in Agricultural background. This educational foundation supports an analytical approach toward managing complex sales operations and technical evaluations within the agricultural machinery sector.

Additional certifications or professional development courses related to sales management, business administration, or automotive/agricultural technology would be advantageous, complementing the core engineering background. Continuous learning and skills updating are encouraged to stay abreast of industry innovations and product developments.

Preferred Qualifications Include:

• Diploma in Engineering or Bachelor of Engineering from a recognised institution.
• Relevant certifications in sales techniques, marketing, or business management.
• Training in dealership management, customer relationship management, or agricultural machinery technology is a plus.
• Commitment to ongoing professional development to enhance leadership and technical expertise.

General Experience

We invite applications from professionals with substantial experience in sales management, preferably within the automotive or agricultural machinery sectors. A demonstrated history of managing dealer networks and driving sales growth over a period of 5 to 10 years is expected, reflecting a solid grasp of market dynamics and customer engagement strategies.

Experience should encompass areas such as territory management, dealer performance evaluation, sales forecasting, and implementation of promotional activities. Candidates who have successfully launched and managed incentive programmes or collaborated with financial institutions to enhance product financing will find their skills highly relevant for this role.

Proven capability in coaching and developing dealership teams, spearheading marketing campaigns, and executing strategic sales plans will be highly valued. Familiarity with industry-standard sales systems and customer management tools is advantageous, as is a track record of adapting to evolving market conditions while meeting organisational goals.

Experience Highlights:

• 5 to 10 years of progressive sales management experience in relevant sectors.
• Successful oversight of dealer networks and market coverage strategy.
• Proficient in sales operations, team training, and campaign execution.
• Experienced in liaising with financial entities for retail financing options.
• Skilled in competitor analysis and market intelligence gathering.
• Capability to lead incentive scheme design and performance-based motivation.

Critical Experience

The role requires specific competencies aligned with Mahindra's Leadership Framework that fosters strategic insight, customer-centricity, innovation, and sustainable leadership in business operations.

Candidates should exhibit a comprehensive business perspective with the ability to anticipate and leverage market opportunities, demonstrating strategic foresight in shaping business direction. Embracing a global mindset will contribute to informed decision-making in a competitive marketplace.

Leadership through sustainability is essential, emphasizing strategies aligned with sustainability drivers, stakeholder focus, and sensitivity toward social and environmental impact (Triple Bottom Line). A frugal mindset and commitment to responsible risk-taking are vital traits.

Commitment to customer focus through sensitivity to customer needs, delight, and service orientation ensures a competitive edge in customer satisfaction and loyalty. Innovation-led transformation skills including idea orientation, change leadership, and responsible risk-taking promote continuous improvement and adaptability.

Delivering results with execution excellence will encompass effective project management, passion for quality, accountability, agility, and disciplined problem-solving. Leveraging human capital by fostering team synergy, development, entrepreneurial engagement, and appreciation of diversity is fundamental to driving organisational success.

Finally, weaving passion and energy at work by fostering enthusiasm, breaking down barriers, blending fun with professional rigor, and learning from failures is instrumental in cultivating a vibrant and resilient work environment.

Core Leadership Competencies Include:

• Strategic Business Orientation: Business Perspective, Anticipating Business Opportunities, Strategic Foresight, Global Mindset
• Leadership through Sustainability: Sustainability Drivers, Frugal Mindset, Stakeholder Focus, Triple Bottom Line Sensitivity
• Customer Focus: Customer Sensitivity, Customer Delight, Service Orientation
• Innovation Led Transformation: Idea Orientation, Change Catalyst, Risk Taking with Responsibility
• Results Orientation with Execution Excellence: Effective Project Management, Passion for Quality, Accountability, Agility with Discipline
• Leveraging Human Capital: Exponential Synergy, Team Development, Entrepreneurial Engagement, Appreciating Diversity
• Weaving Passion and Energy at Work: Passionate Work Ethic, Working without Barriers, Blending Fun with Work, Learning from Failures

System Generated Core Skills
Business Development Consumer Insighting Consumer Marketing Credit Management Customer Profitability Customer Relationship Management (CRM) Customer Segmentation Manpower Management Financial Reporting Inventory Management Lead Generation Market Research Marketing Campaigns Marketing Metrics Performance Management Product Knowledge & Application Promotional Activities Territory Coverage Optimization Working Capital Management Capability Building Enquiry Management System Generated Secondary Skills

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