State Channel Development Manager

3 months ago

Jaipur, India Mahindra Rise Full time

Company:

Mahindra & Mahindra Ltd Responsibilities & Key DeliverablesNEWORK STRENGTHENING• Adherence to Dealer appointment plans (Scouting & appointment of suitable channel partners) for both Tractors & Farm Machinery• Improve Secondary level network quality and Throughput - Branches and Sales points• New dealer induction & installation • Implement retail identity program at dealerships• Ensure Channel Readiness for any upcoming new product launch DEALER PERFORMANCE MANAGEMENT• New Dealer performance management - Reviews & Action Plan implementation for a period of One year handholding of new dealers to ensure they perform as per expectations• Provide capability building support to de-growth dealerships and implement actions on identified areas of improvement• New strategies deployment and monitoring – Low share market activities monitoring. • Rollout & Management of Dealer Performance Management program (Panchratna) for Dealer Owners – Conducting Audits on a quarterly, half yearly & annual basis. Support Dealers and area office teams in identifying Gaps and preparing quarterly actions to overcome gaps. Monitor implementation of actions planned during dealer visits and ensure dealers get rewarded and recognized at the highest forums• Capture and communicate feedbacks for improvement in the R&R programs CAPABILITY BUILDING FOR DEALER OWNER AND DEALERSHIP EMPLOYEES• Hand holding & training of dealership manpower through the Solution Selling program along with dedicated coaches• Conducting periodic customized training programs – product trainings, systems utilizations, soft skills• Monthly reporting of salesmen productivity data• Ensuring dealer owners are registered for various trainings like IIMB, NEEV, etc.• Monitoring of progress of dealerships post trainings conducted for Dealer, sales manager, Exchange manpower SYSTEMS AND PROCESSES• Implementation & monitoring of system adherence at dealerships (FDW, IdeaNxt)• FDW installation & training at dealerships • Training to new Territory Managers on FDW and R&R programs• Undertake Innovation projects DEALER BONDING• Conducting State Dealer Councils & taking actions for improvement to enable higher DSI Competencies – 1) Customer Focus 2) Team Work 3) People Development 4) Result Orientation with Execution Excellence 5) Vision & strategic orientation General Requirements – 1) Proficiency in computers - MS Office, SAP knowledge would be as asset 2) Good communication skills - verbal & written3) Good presentation skills4) Willingness to travelPreferred IndustriesSalesTractorFarm SectorEducation QualificationEngineering graduate (Post Graduation in Management will be preferred)General Experience5-8 years of relevant experience & handling dealership network, Having experience in handling Automobile related Dealers in any/multiple functions of Sales, Channel activities, training etcCritical ExperienceAbility to converse in Local Language, Hindi and English Candidate should be Process orientedSystem Generated Core SkillsConsumer InsightingLiasoningProcess ManagementDealer Performance ManagementDealer Capability BuildingSystem ImplementationProduct KnowledgeDigital OrientationData AnalysisDealer Relationship ManagementDealer Appointment & On-BoardingChannel ManagementDealer Value PropositionChannel StrategyKey Account ManagementWorking Capital Management

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