Deputy Area Sales Manager

Responsibilities & Key Deliverables

As a Deputy Area Sales Manager at Mahindra & Mahindra Ltd's Automotive Division, you will play a pivotal role in driving retail sales performance across your assigned market. Your responsibilities include managing the complete E-T-B-R cycle (Enquiry, Test Drive, Booking, and Retail) to ensure targets are met and exceeded. You will plan and implement strategic activations aimed at generating quality enquiries and facilitating seamless customer journeys from initial interest to vehicle delivery.

Key duties include optimizing test drive effectiveness by ensuring high-quality and sufficient volumes from diverse enquiry sources, maintaining data accuracy and authenticity in booking and DMS systems, and achieving retail sales targets with a focus on improving the ratio between Vehicle Delivery Notes and actual retail sales.

You will emphasize process improvements to elevate the conversion ratios (CVR) and develop robust monthly sales plans to align with business objectives. Managing manpower productivity by identifying skill gaps, delivering targeted training, and fostering motivation through rewards and recognition forms a core part of your role. Adherence to the established sales story and brand messaging is essential to maintain a consistent customer experience.

Driving the adoption of digital tools such as Test Drive Anywhere Anytime (TDAA), Personal Voice Assistant (PVA), Bring Showroom Home (BSH), Virtual Reality (VR), and tablets will be critical in enhancing customer engagement and maximizing conversion rates. You will oversee the deployment and effectiveness of Digital Engagement Managers within the dealer network.

Financial management tasks include monitoring dealer working capital rotation, strategizing the reduction of market outstanding payments, and efficiently managing ageing inventory to ensure stock liquidation aligns with forecasted demand for upcoming months. You will lead initiatives focused on both enquiry generation and sales growth, working collaboratively with cross-functional teams to ensure sustainable business expansion and customer satisfaction.

Preferred Industries
Automotive Industry Education Qualification

The ideal candidate will possess a strong academic foundation with a minimum qualification of an MBA or a Post Graduate Diploma in Management from a recognized institution. This educational background equips the individual with essential management principles and analytical skills necessary for strategic decision-making and leadership in a competitive automotive retail environment.

Additional certifications or training related to sales management, digital marketing, or automotive products will be advantageous. Continuous learning and professional development are encouraged to keep pace with evolving market trends, digital innovations, and leadership practices within the automotive sector.

General Experience

Candidates should bring between 3 to 8 years of substantive experience, preferably in core automotive sales or FMCG sales, where they have demonstrated the ability to meet sales targets and manage client relationships effectively. Experience in managing multi-channel sales processes and working closely with dealer networks or retail teams will be considered highly beneficial.

A comprehensive understanding of sales cycles, consumer behavior, and market dynamics within the automotive or fast-moving consumer goods sectors will enable the incumbent to strategize and execute sales plans proficiently. Experience in coordinating sales events, driving digital engagement, and managing manpower productivity are essential components of the role.

Critical Experience

The preferred candidate will exhibit critical experience in managing end-to-end automotive sales operations, including overseeing enquiries, test drives, bookings, and retail sales effectively. Proven expertise in leveraging digital sales tools and technologies to enhance customer engagement and conversion rates is crucial.

Strong competencies in dealer relationship management and working capital optimization are essential, highlighting the ability to balance sales growth with financial prudence. Experience in analyzing sales data, forecasting demand, and implementing stock ageing liquidation strategies will contribute significantly to achieving business objectives.

Leadership skills geared towards motivating sales teams, identifying training needs, and delivering results through people are indispensable. Familiarity with strategic business orientation, customer-focused service excellence, innovation-led transformation, and sustainability principles, aligned with Mahindra's leadership competencies, will empower the candidate to thrive in this dynamic environment.

System Generated Core Skills
Credit Management Consumer Focus Manpower Management Dealer Relationship Management Manpower Planning Market Acumen Sales Planning Capability Building System Generated Secondary Skills
Capability Building Change Management Consultative Selling Statutory Compliance Designing Customer Experience Financial Management Identifying Customer Needs Market Intelligence Order Management Performance Management Product Knowledge & Application Product Knowledge - Hybrid Vehicle Territory Coverage Optimization Working Capital Management

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