Area Manager - Sales

Responsibilities & Key Deliverables

As the Area Manager - Sales within the Farm Division at Mahindra & Mahindra Ltd, you will play a pivotal role in driving growth and market expansion across your designated region. Your core responsibilities will include:

• Strategically mapping territories segment-wise and application-wise to identify sales potential, tailoring approaches based on product lineup and customer needs.
• Accurately forecasting sales for existing and new model ranges, leveraging both market trends and historical data to set realistic and achievable targets.
• Implementing effective sales and marketing strategies through local dealer networks, ensuring alignment with regional objectives and maximizing channel performance.
• Engaging proactively with strategic customers, including fleet owners and key transporters, fostering long-term sustainable relationships that enhance customer loyalty and retention.
• Organizing and leading segment-specific customer meetings, collaborating with Commercial & Freight agents and other stakeholders to facilitate group deals and bulk sales opportunities.
• Collaborating closely with financial institutions and channel partners to design attractive financing schemes that support channel sales and improve affordability for end users.
• Providing guidance and mentorship to channel partners in developing their secondary sales and after-sales service networks to enhance customer satisfaction and service reach.
• Serving as a critical liaison between product development, marketing teams, and customers to relay feedback and insights, ensuring that product innovations meet market expectations.
• Monitoring competitor activities, including new product launches and promotional strategies, and formulating counter-strategies to sustain and grow market share in a competitive environment.
• Driving training and motivational programs for dealer sales teams to build competency and drive focused execution at the ground level.
• Conceptualizing and executing local promotional campaigns aimed at increasing brand visibility and fostering demand generation in the target market segments.
• Accepting full responsibility for increasing market share through continuous market development and expansion efforts aligned with organizational growth goals.

This role requires a highly analytical mindset combined with exceptional interpersonal skills to effectively manage diverse stakeholders and respond dynamically to market challenges.

Preferred Industries

Education Qualification

To qualify for this role, candidates should possess a robust educational background reflecting technical expertise and understanding relevant to the agricultural and mechanical sectors, including but not limited to:

• Bachelor's degree in Technology (BTech) or Engineering (BE) specializing in Agriculture or Mechanical disciplines from a recognized and accredited institution.
• Advanced certifications or coursework in sales management, marketing strategies, or data analytics in agricultural machinery sectors will be an added advantage.
• Knowledge of agricultural practices, machinery applications, and market dynamics in the farm equipment industry is highly desirable to align technical capability with market needs.
• Continuous learning mindset demonstrated through participation in training programs, workshops, or seminars related to sales, leadership, or industry innovations.

The right educational foundation will empower you to understand complex product specifications and translate them effectively to technical and non-technical clients alike, enhancing sales effectiveness and customer engagement.

General Experience

The ideal candidate will bring a wealth of experience ensuring effective sales and marketing implementation in a competitive environment within the agricultural sector. Experience prerequisites include:

• Significant work experience in sales roles preferably within farm equipment, agricultural machinery, or related industries, spanning a minimum of 3 to 5 years with proven results.
• Demonstrated proficiency in territory mapping, sales forecasting, and channel development to effectively manage region-wise market potentials and optimize coverage.
• Hands-on experience working with local dealers and channel partners to boost sales volumes and expand secondary sales and service networks.
• Track record of collaborating with financial partners to devise financing schemes that facilitate dealer sales and customer purchase capability.
• Exposure to competitor analysis and strategy development to protect and grow market share in dynamic industry landscapes.
• Experience in conducting customer engagement programs, group negotiations, and driving collaborative deals with key transporters and fleet owners.
• Familiarity with using CRM systems and data analytics to monitor sales trends, customer feedback, and market developments.

This experience should be complemented by strong interpersonal and leadership skills to foster team development, motivate sales teams, and liaise between multiple internal and external stakeholders effectively.

Critical Experience

Critical experience requirements for successful performance in this role include:

• Expertise in strategic business orientation with a deep understanding of business perspective, anticipating and leveraging growth opportunities, and possessing strategic foresight to navigate market challenges effectively.
• A global mindset that appreciates diverse market dynamics and integrates sustainability considerations into business strategies, focusing on stakeholder engagement and long-term value creation.
• Customer-centric approach emphasizing sensitivity to customer needs, delighting customers through service excellence, and maintaining strong service orientation.
• Capability to lead innovation-driven transformations by promoting idea orientation, acting as a change catalyst, and responsibly embracing risk-taking to drive business growth.
• Strong result orientation with excellence in project management, passion for quality, accountability for outcomes, and agility balanced with discipline to meet targets efficiently.
• Leveraging human capital through building exponential synergy, team development, entrepreneurial engagement, and appreciating diversity to foster an inclusive and high-performing work environment.
• Demonstrated energy and passion for work that encourages learning from failures, works without barriers, blends fun with productivity, and sustains momentum for continuous improvement.
• In-depth knowledge of territory analysis, sales planning, marketing, competitive landscape assessment, channel profitability management, and market penetration strategies tailored for agricultural machinery markets.

This critical experience enables the Deputy Area Manager - Sales to effectively contribute to organizational objectives, lead channel partners, and enhance the overall market presence of Mahindra & Mahindra's farm division products.

System Generated Core Skills

System Generated Secondary Skills