Senior Territory Manager - Sales

Responsibilities & Key Deliverables

1. As a Senior Territory Manager - Sales at Mahindra & Mahindra Ltd within the Farm Division, you will play a pivotal role in driving business growth and market expansion across the assigned region. Your core responsibilities will include the detailed mapping of territories segmented by market potential, product applications, and customer demographics. You will be expected to conduct precise sales forecasting for the existing range of products, helping guide strategic decisions and resource allocation.
2. Key deliverables encompass developing and strengthening sales and marketing efforts through local dealer networks, targeting to meet and exceed sales targets regionally. Cultivating strong, sustainable relationships with strategic customers such as fleet owners and transporters is critical, alongside facilitating group deals with segment customers and channel partners.
3. Additionally, you will work closely with financiers to structure effective schemes supporting channel sales and stimulate secondary sales through service network development. Acting as the vital communication link between product development, marketing, and the end customers will allow you to provide timely feedback and market intelligence, including competitor activities and new product plans, enabling proactive strategy formulation.
4. Other essential responsibilities involve training, motivating, and developing channel partners and their sales teams to ensure optimal performance. Execution of localized promotional campaigns to enhance market presence and penetration will also be a key part of your role. Finally, you will be accountable for increasing market share and driving strategic market development and expansion initiatives to strengthen Mahindra’s position in the agricultural and mechanical equipment sectors.

Preferred Industries

Education Qualification

• The ideal educational background for this role includes a Bachelor's degree in Engineering, preferably a BTech or BE specializing in Agriculture or Mechanical Engineering. This foundational knowledge will equip you with a strong understanding of the technical aspects of the products and their applications in the agricultural sector.
• Complementary certifications in sales management, marketing, or strategic business management will be advantageous, providing insight into advanced sales techniques and strategic planning. Continuous professional development is encouraged to stay abreast of emerging technologies and market trends relevant to the agricultural machinery industry.
• We value education that demonstrates a blend of technical expertise and business acumen, enabling you to manage complex sales processes effectively while understanding the nuanced needs of diverse agricultural customers.

General Experience

• The role demands extensive general experience in sales and marketing within the agricultural or mechanical equipment industry. Candidates should have a proven track record of managing sales territories and achieving or exceeding sales targets through channel partners and direct customer engagement.
• Experience in territory segmentation, customer relationship management (CRM), and sales forecasting is essential. A background in working with fleet owners, transporters, and other strategic customers will strengthen your ability to negotiate and close group deals successfully.
• Additionally, a strong understanding of dealer relationships, working capital management, and inventory control is vital to maintain healthy distribution networks. Experience in conducting competitive analysis, market share tracking, and strategic planning rounds out the critical skills needed to excel.
• Your prior roles should demonstrate your capability to train and mentor channel partners, promoting secondary sales growth and ensuring adherence to brand standards and service excellence. The ability to collaborate with cross-functional teams in product development and marketing to align customer insights with market strategy is highly valued.

Critical Experience

• Critical experience includes a deep expertise in strategic territory management with demonstrated success in optimizing sales potential across diverse market segments. You must have hands-on experience in designing and implementing schemes that incentivize channel partners and customers, blending financial acumen with market realities.
• Proficiency in leveraging data analytics to interpret market trends, customer behavior, and competitor tactics is vital for informed decision-making. Experience in collaborating directly with product development teams to translate customer expectations into actionable product improvements will set you apart.
• Demonstrated leadership in guiding, motivating, and developing dealer networks and sales teams is crucial. This includes the capacity to deliver impactful training and foster a culture of continuous improvement and accountability among partners.
• Furthermore, experience in orchestrating local promotional campaigns that effectively increase brand visibility and sales volume is required. The role demands agility in adapting to changing market conditions while maintaining robust focus on expanding market share and driving business growth in a highly competitive environment.

System Generated Core Skills

System Generated Secondary Skills