Senior Territory Manager

Responsibilities & Key Deliverables

As a Senior Territory Manager-Sales within Mahindra & Mahindra Ltd's Farm Division, you will be responsible for overseeing a defined territory encompassing a network of dealerships to meet and exceed critical business metrics such as sales volumes, market share, collection efficiency, deliveries, and spare parts sales. You will play a pivotal role in ensuring the viability and optimal coverage of our distribution network by strategically appointing dealers and sub-dealers to maximize market penetration.

Your leadership will extend to developing dealership capabilities by ensuring a sufficient and qualified workforce is present at dealer locations. You will act as a mentor and coach for dealers and their teams, facilitating the adoption and effective implementation of internal systems such as MSS and Pancharatna, which are essential for operational consistency and excellence.

Improving customer satisfaction is paramount; you will collaborate closely with dealerships to secure the availability and maintenance of appropriate service infrastructures and lead initiatives to implement service enhancement systems. This includes orchestrating various promotional events such as local sales campaigns and new product launches to bolster market presence and customer engagement.

Your role also involves providing detailed training to dealer sales personnel on pre-sales techniques, sales processes, and new product features or modifications to ensure they are equipped to represent our brand proficiently.

Market intelligence gathering forms an important aspect of your responsibilities. You will systematically monitor competitor activities and gather crucial feedback on both competitor and our own product performance to inform strategic adjustments.

Designing and implementing incentive schemes tailored specifically for dealers to promote sales and performance will be one of your key deliverables. Additionally, you will cultivate strong business relationships with financial institutions and banks to explore new avenues for retail financing solutions that support product sales growth.

Effective communication, coordination, and collaboration across multiple internal and external stakeholders are essential in ensuring the successful execution of your responsibilities.

Preferred Industries Education Qualification

B.E/B.Tech - Agri/Mech

General Experience

This role requires a seasoned professional with 5 to 10 years of progressive experience in sales management, preferably within the automotive or agricultural machinery sectors. Candidates should have a proven track record of managing dealership networks, achieving sales targets, and executing business development strategies in a competitive marketplace.

Experience in financial liaison and retail financing options, as well as competence in manpower and service infrastructure management, will be highly valuable for effectively performing in this position.

Demonstrated ability to lead and coach diverse teams, drive performance, and manage complex sales territories is essential. The ability to leverage data-driven insights and market feedback to adapt strategies dynamically is also important.

Critical Experience

The candidate should exhibit critical competencies aligned with Mahindra & Mahindra Ltd's leadership framework, encompassing strategic business orientation, customer focus, and innovation-led transformation. This includes:

• Strategic Business Orientation: Possessing strong business perspective, anticipating market trends, leveraging opportunities, and maintaining a global mindset to drive sustained growth.
• Leadership through Sustainability: Strategising around sustainability drivers with a frugal mindset, maintaining sensitivity to stakeholder needs, and adhering to triple bottom line principles encompassing economic, social, and environmental responsibilities.
• Customer Focus: Demonstrating exceptional customer sensitivity, a commitment to customer delight, and a service-oriented approach.
• Innovation Led Transformation: Acting as a change catalyst, encouraging idea orientation, and responsibly embracing risk-taking.
• Result Orientation with Execution Excellence: Effectively managing projects, displaying a passion for quality, being accountable for results, and combining agility with discipline.
• Leveraging Human Capital: Fostering exponential synergy within teams, promoting team development, encouraging entrepreneurial engagement, and appreciating diversity.
• Weaving Passion and Energy at Work: Maintaining passion for work, collaborating without barriers, blending fun with professionalism, and learning constructively from failures.

Proficiency in core business skills such as business development, consumer insight, credit and inventory management, marketing campaign execution, performance management, and client relationship management are crucial for success in this role. The ability to generate leads, optimise territory coverage, and build capabilities across the dealer network will contribute significantly to achieving business objectives.

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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