Senior Territory Manager

Responsibilities & Key Deliverables

As a Territory Manager Sales at Mahindra & Mahindra Ltd within the Farm Division, you will play a pivotal role in driving enquiry generation and successful conversion specifically targeting farmers with substantial land holdings. You will strategically offer comprehensive farm mechanization solutions tailored to various stages of crop cultivation, ensuring maximum impact and efficiency.

Your responsibilities will include partnering with farmers to enhance overall farm productivity by demonstrating proof of concepts through demo models, showcasing the exceptional performance of Mahindra tractors and implements. This hands-on approach aims to build trust and provide tangible evidence of our product superiority.

You will be expected to identify and explore new revenue opportunities that align with the evolving needs of the farming community, positioning Mahindra as a preferred partner for mechanization solutions. Furthermore, you will lead initiatives to upskill laborers and tractor drivers, enhancing their competencies in using farm mechanization equipment effectively and safely, which will contribute to higher adoption rates and better outcomes for our customers.

Emphasizing bundled solution-based selling, you will articulate the value proposition of Mahindra's integrated tractor and implement product ranges, demonstrating how these combinations offer unmatched benefits in productivity and cost-efficiency.

• Develop and execute localized sales strategies that align with broader business goals and customer needs within your territory.
• Conduct market research and lead generation activities to expand Mahindra's footprint in the farm sector.
• Maintain strong customer relationships by providing exceptional service and addressing inquiries promptly and professionally.
• Collaborate with internal teams to ensure readiness for launches, promotions, and technical support.
• Monitor and analyze sales data and customer feedback to refine sales tactics continually.
• Ensure compliance with company standards and foster a culture of accountability and excellence in sales operations.

Preferred Industries
Farm Sector Education Qualification

The ideal candidate will possess a Bachelor's degree in Agriculture, Agricultural Engineering, Business Administration, or a related field that equips them with a solid foundation in farming practices and commercial sales.

Advanced education such as a Master's degree or diploma in agribusiness management, rural development, or sales and marketing can be an added advantage, providing deeper insights into market dynamics and strategic management.

Continuous professional development through certifications in sales techniques, customer relationship management (CRM), or agricultural technology will be highly valued.

Key educational qualifications include:

• Demonstrated understanding of agricultural mechanization and farm management principles.
• Strong business acumen coupled with technical knowledge of farm equipment.
• Capability to interpret and analyze agricultural data to support sales decisions.

General Experience

Candidates should bring substantial experience in the agriculture or farm equipment sales sector, especially working with farmers possessing large-scale land holdings.

A proven track record of meeting or exceeding sales targets in highly competitive markets is essential, demonstrating skills in customer engagement, territory management, and lead conversion.

Experience in training and upskilling operational staff such as tractor drivers and laborers is beneficial for driving product adoption and customer satisfaction.

Exposure to market research, customer segmentation, and promotional campaign management within the farm sector will equip candidates to understand and exploit market opportunities effectively.

• Hands-on experience in bundled product sales and solution-oriented selling approaches.
• Ability to utilize CRM tools for managing customer data, tracking sales pipelines, and generating actionable insights.
• Proven negotiation skills and capability to influence decision-makers in agricultural communities.
• Capability to manage multiple stakeholders including customers, dealerships, and internal teams for smooth operations.

Critical Experience

Critical to succeeding in this role is demonstrated expertise in farm mechanization solutions with a strong business orientation within the agricultural sector.

Experience showcasing and effectively communicating the advantages of integrated tractor and implements solutions, particularly the Mahindra product portfolio, is vital.

The candidate must be adept at generating and converting enquiries into concrete sales, specifically amongst farmers with high land holdings, which involves deep market understanding and relationship-building acumen.

Strong leadership competencies aligned with strategic business orientation and sustainability principles are crucial, including leveraging stakeholder focus and anticipating market trends.

Proficiency in delivering training programs aimed at improving labor efficiency, promoting user-friendly application of mechanized farm equipment, and fostering customer retention through service excellence and innovation will distinguish the successful applicant.

• Extensive experience in consumer insight analysis, revenue generation, and territory optimization.
• Demonstrated ability to lead projects with agility, accountability, and quality focus.
• Skillful in navigating complex customer requirements and tailoring solutions accordingly.
• Strong competence in market intelligence gathering and translating insights into strategic sales plans.

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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