Senior Territory Manager - Farm Machinery

Responsibilities & Key Deliverables

As the Territory Manager for Implements Sales at Mahindra & Mahindra Ltd, you will be instrumental in driving business growth and market penetration of new agricultural equipment within assigned territories. Your responsibilities will include positioning products strategically in a competitive and dynamic market landscape while identifying optimal locations for distributor placements to maximize market reach.

You will work closely with distributors, motivating them through tailored sales schemes and understanding their latent needs to encourage higher sales volumes. Proper evaluation of various markets will be essential to identify opportunities for targeted sales promotions that strengthen brand presence and product uptake.

Your role involves building and sustaining robust, long-term relationships with large distributor networks and guiding them in expanding their retail footprint. You'll also manage the financial dynamics of distributor operations, developing delivery and collection schemes while collaborating with financial partners to offer innovative retail and wholesale financing solutions.

Cooperative engagement with zonal and state teams will be critical to drive distributor-led business growth, supported by structured weekly and monthly performance monitoring. Additionally, you will foster liaison with government bodies and state teams to tap into new business opportunities and ensure comprehensive alignment with regulatory expectations.

A key part of your role will be to coordinate with manufacturing and supply chain departments to guarantee timely availability of the right products through accurate forecasting and efficient inventory management. You will also spearhead implementation of streamlined processes at dealerships, such as inquiry management and retail operations, utilizing dealer management systems to enhance customer experience and operational excellence.

• Develop strategic distributor placement to optimize market coverage and competitive positioning.
• Create and implement distributor incentive schemes aligned with revenue goals.
• Conduct market analysis to design effective sales promotions and product launches.
• Establish strong distributor partnerships and support retail network expansion.
• Collaborate with finance teams to develop customized financial solutions for distributors.
• Monitor distributor sales performance through structured review processes.
• Engage with government and state agencies to explore new business channels.
• Ensure supply chain synchronization for product availability matching market demand.
• Implement dealership process improvements to enhance customer interaction and sales efficiency.

Preferred Industries

Education Qualification

The ideal candidate will hold an MBA degree, preferably with a specialization in marketing, sales, or business management. A comprehensive business education is essential to equip the candidate with strategic thinking, financial acumen, and leadership skills required to manage complex sales territories effectively.

The MBA qualification should reflect strong foundational knowledge in areas such as market analysis, customer relationship management, and supply chain coordination. Candidates with exposure to agricultural business contexts or relevant industries will find their education particularly valuable in this role.

Continued professional development through certifications or training in sales management, negotiation, and distributor management is highly desirable, demonstrating commitment to growth and expertise in the field.

Educational qualifications should be complemented by practical knowledge of agricultural implements and the broader agricultural equipment market to ensure a thorough understanding of the products and the unique needs of the customer base.

General Experience

Applicants should possess 12 to 15 years of comprehensive experience in sales and distribution, particularly within the agricultural implements, agri-business, or allied industries. This experience must demonstrate progressive responsibility with a proven track record of managing distributor networks and achieving ambitious sales targets.

Experience should encompass strategic planning, market development, and execution of sales campaigns, with evidence of successfully driving revenue growth through distributor channels. Strong negotiation skills, stakeholder engagement, and collaboration with cross-functional teams are critical components of the required experience.

Experience working in a rapidly evolving business environment, adapting to market trends, and leveraging data-driven insights to inform distributor strategy will be advantageous. Prior experience in coordinating with manufacturing and supply chain teams to align product availability with market demand is highly relevant.

The candidate’s background should also include developing and implementing distributor incentive programs, managing financial schemes, and liaising with government entities to support distributor-led business expansion.

Critical Experience

Critical experience for this role includes in-depth knowledge and hands-on expertise in managing sales and distribution channels specifically within the agricultural implements or related agri-business sectors. Demonstrated ability to position new agricultural equipment effectively amid competitive pressures and evolving market demands is essential.

Successful candidates will have prior experience identifying and establishing distribution locations optimized for market expansion and competitor analysis. Expertise in devising and administering distributor sales incentive schemes based on a nuanced understanding of distributor business models and cash flow management is mandatory.

Experience collaborating closely with financial institutions to design specialized retail and wholesale financing schemes tailored to distributor needs will be required. Additionally, working experience in cross-functional team environments—especially with zonal and state sales teams, manufacturing, and supply chain—must be evident.

Mastery in tracking distributor performance rigorously through a structured review framework, as well as navigating government liaison functions to unlock new opportunities, forms a core part of the critical skill set. Familiarity with dealer management systems and implementing enquiry and retail management processes to elevate operational efficiency at dealerships is also critical.

System Generated Core Skills

System Generated Secondary Skills