Zonal Retail Finance Manager - Zone 6

Responsibilities & Key Deliverables

• Leverage relationships with finance companies to optimize dealer financing options, focusing on their reach and strengths within specific territories.
• Analyze dealer-wise share of financers based on their market strengths at dealer locations; aim to achieve a financer share proportionate to Mahindra's state market share.
• Provide continuous updates and feedback on advances recorded with financiers for key dealers exhibiting high retail activity to ensure alignment between dealer financing and sales objectives.
• Conduct detailed dealer-wise mapping to assess the availability and accessibility of finance within dealership areas, identifying gaps and opportunities.
• Design and implement training programs for dealer staff focused on retailing techniques and financier funding criteria to enhance financing efficiency and customer experience.
• Accurately assess dealers' working capital requirements aligned with their sales plans, particularly emphasizing 90-day working capital needs based on F15 dealer sales plans.
• Evaluate and monitor working capital using metrics such as 21 days of monthly outstanding checks and existing financing limits, ensuring optimal capital allocation through cash flow, trade advances, cash credit limits, and own funds.
• Propose innovative financial solutions leveraging channel finance partnerships to strengthen dealers' financial capacity and operational agility.
• Implement 'Paid for Physical Stock' norms to assess and suggest optimal mechanisms for dealers to build sustainable financial capability.
• Plan and execute a minimum of three collaborative events and activities monthly with MMFSL and other financial institutions to foster engagement, awareness, and dealer participation.
• Identify dealer locations requiring targeted interventions for event success; coordinate among dealers, financers, and Mahindra teams to maximize effectiveness and outreach.
• Monitor and track enquiries through to conversion, collaborating with financers to streamline processes and reduce turnaround times, particularly leveraging agile NBFC and private bank partnerships.
• Ensure strict compliance with financer documentation requirements, prioritizing those offering the lowest turnaround times to enhance dealer financing efficiency.
• Respond proactively to queries from dealers and financers regarding advances, providing timely resolutions to maintain strong stakeholder relations.
• Explore opportunities to customize financing schemes in negotiation with financers, aimed at accelerating the conversion of advances and providing competitive advantages.
• Keep rigorous track of margin money payments from customers to dealers to ensure accurate financial records and compliance.
• Conduct competitive intelligence gathering on retail financing trends to identify opportunities for Mahindra to enhance its market positioning and dealer support.

Preferred Industries

Education Qualification

The ideal candidate will hold a MBA degree with specialisation in Finance or Marketing, complemented by a strong foundational graduate qualification in a relevant field. This educational background is essential to understand complex financial products, market dynamics, and dealer financing ecosystem.

Additional professional certifications or specialized training in financial management, retail financing, or business analytics will be considered advantageous, demonstrating a commitment to continuous learning and expertise refinement.

We value candidates who combine academic excellence with practical knowledge, empowering them to design and execute effective financial strategies and training modules within a dealer ecosystem.

General Experience

Candidates should bring between 6 to 11 years of comprehensive experience in retail finance, dealer financing, or related segments within the automotive or financial sector.

Proven experience in managing dealer working capital, orchestrating financing solutions, and building strong relationships with financiers and dealers is critical for success in this role.

Expertise in business analytics, consumer insight, and channel finance management will enhance the candidate’s capability to drive dealer financing strategies effectively.

Experience working in cross-functional teams and handling multi-stakeholder engagement programs—particularly coordinating events and training sessions—is highly desirable.

Strong track record of navigating and influencing within regulated environments while maintaining compliance and documentation standards is required.

Critical Experience

The candidate must have demonstrated expertise in the following key areas:

• Working Capital Management: Thorough understanding of working capital assessment frameworks, including evaluating dealer sales plans (using tools such as F15 plans) and optimizing capital allocation strategies.
• Channel Finance & Dealer Financing: Deep knowledge of channel financing mechanisms, dealer financing best practices, and negotiating schemes with financiers to ensure timely advance conversions.
• Relationship Management & Liaison: Proven ability to build and maintain cooperative partnerships with financial institutions (including NBFCs and private banks), dealers, and internal teams.
• Financial Planning & Compliance: Capability to assess dealer financial needs, monitor margin money payments, ensure financer documentation compliance, and provide robust financial planning aligned with organizational goals.
• Event & Training Management: Experience in designing and delivering training to dealer staff, and orchestrating collaborative events involving financers and dealer networks to strengthen relationships and drive business outcomes.
• Market Intelligence & Competitor Analysis: Ability to gather actionable insights on retail financing trends, financing competitors, and leverage these findings to maintain Mahindra’s competitive edge.

These critical experience requirements are essential to successfully fulfill the role of Zonal Retail Finance Manager, ensuring impactful contributions to Mahindra & Mahindra Ltd's Dealer Working Capital Management division.

System Generated Core Skills

System Generated Secondary Skills