Zonal Channel Development Manager

Responsibilities & Key Deliverables

As the Zonal Channel Development Manager for Zone 6 at Mahindra & Mahindra Ltd, you will play a pivotal role in driving the performance and growth of our dealer network within the Farm Division. Your responsibilities will include the continuous monitoring of new dealer performance, specifically focusing on tractor sales, ensuring that we nurture our network comprising new dealers, associate dealers, canvassing agents, distributors, and franchisees to achieve optimal results.

You will conduct quarterly performance reviews with underperforming new dealers to identify challenges and implement tailored re-induction programs. A critical part of your role will involve assessing the needs for capability-building initiatives designed to elevate dealer proficiency and commitment. You will also lead comprehensive 360-degree reviews of dealers experiencing de-growth, specifically those classified as A+, A, and B tiers, to develop action plans for improvement.

Regular monthly planning and review sessions will be conducted for index dealers and other key categories, leveraging tools such as the Mahindra Sales System (MSS) and MSS+ to identify performance improvement opportunities. You will address critical issues through joint visits alongside senior management including Deputy General Managers, Regional Heads, and Zone Heads to ensure alignment and effective resolution.

Promoting dealer capability building is integral, including the effective implementation of HR systems to drive benefits throughout the network. You will focus on enhancing the Long Term Partnership Index (LTPI) with quarterly targets and actively contribute to the deployment and success of the Mahindra Sales System and Panchratna Yojna initiatives.

Engagement with the dealer community will be strengthened through Dealer Satisfaction Surveys and Sales Satisfaction Index assessments, followed by the execution of targeted action plans. Furthermore, you will facilitate and lead Dealer Council Meetings across respective states to foster collaboration, share insights, and reinforce strategic objectives.

Overall, your role will demand a strategic approach combined with hands-on execution to build a responsive, capable dealer network that consistently meets business goals while delivering exceptional customer satisfaction.

Preferred Industries

Sales

Teaching / Training

Tractor

Education Qualification

The ideal candidate will hold a minimum of a bachelor's degree in Business Administration, Marketing, Agriculture, or a related field. Advanced degrees or professional certifications in sales management, channel development, or agricultural machinery are highly regarded and will be advantageous.

Educational background should reflect a solid foundation in business principles, with coursework or training relevant to sales strategies, dealer management, and performance analysis. Familiarity with agricultural machinery or the farm equipment industry through formal education or specialized training will be considered a significant asset.

Ongoing professional development is encouraged to keep pace with evolving industry standards, digital tools, and management practices pertinent to channel development and farm machinery sales.

General Experience

Applicants should bring substantial experience spanning at least 5 to 8 years in channel development, dealer management, or sales roles within the agricultural machinery or related industries. Demonstrated success in managing complex dealer networks, driving performance improvements, and fostering strong dealer relationships is essential.

Experience should include proficiency in conducting performance reviews, implementing capability-building programs, and utilizing sales performance systems like MSS or equivalent. Candidates with a track record of collaborating effectively with cross-functional teams and regional leadership to resolve critical challenges will thrive in this role.

Successful applicants will also have experience in conducting market analysis, dealer satisfaction initiatives, and managing strategic planning sessions to optimize dealership contributions to business objectives.

Previous exposure to implementing HR systems within dealer networks or channel partners will be beneficial in enhancing operational efficiency and dealer engagement.

Critical Experience

Critical experience includes a deep understanding of dealer performance management and channel strategy execution specifically within the farm equipment or tractor industry. Candidates must have proven capability in nurturing new dealers and managing diverse dealer categories, including associate dealers, canvassing agents, distributors, and franchisees.

Expertise in capacity building tailored to dealer needs, including designing and delivering training or re-induction programs, is vital. You should possess strong data analytical skills with experience utilizing digital tools for performance monitoring and decision-making.

Hands-on experience with the Mahindra Sales System or similar sales management systems, and the Panchratna Yojna framework, will be highly valued. Effectiveness in executing joint visits with senior leadership to address key dealer issues and improve channel performance is crucial.

Additionally, candidates should demonstrate a robust understanding of stakeholder engagement strategies, the ability to drive long-term partnerships measured through indices like LTPI, and experience leading dealer satisfaction and sales satisfaction surveys, followed by actionable plans.

Strong skills in organizing and leading Dealer Council Meetings or similar collaborative forums at regional or state levels will also be important for successful candidate performance.

System Generated Core Skills

Consumer Insighting

Liasoning

Process Management

Dealer Performance Management

Dealer Capability Building

System Implementation

Product Knowledge

Digital Orientation

Data Analysis

Dealer Relationship Management

Dealer Appointment & On-Boarding

Channel Management

Dealer Value Proposition

Channel Strategy

Key Account Management

Working Capital Management

System Generated Secondary Skills