Sr. Territory Manager Retail Sales

Responsibilities & Key Deliverables

Position: Senior Territory Manager - West Bengal (State Head) – Retail Sales Managerial Role

As the State Head for West Bengal, you will be spearheading the growth and strategic development of the territory with a potential market comprising over 4,500 units. This leadership position demands the effective management of a distributed team including 10 dealerships, 6 Business Development Managers (BDMs), and 28 sales executives. Your scope will cover planning, execution, and oversight of all retail sales activities to achieve and exceed business targets.

• Drive end-to-end business growth for Mahindra & Mahindra's Powerol division in West Bengal, targeting annual sales volumes of 800–1,000 units in the DG sets and capital equipment segment.
• Lead key account management initiatives, ensuring strong engagement and satisfaction with institutional clients, including government and large private sector accounts.
• Lead pricing strategy, contract negotiation, and tender management, ensuring competitive positioning while maintaining profitability and compliance standards.
• Analyse market trends and competitive activities to identify new opportunities and threats, adapting sales strategies accordingly.
• Collaborate cross-functionally with marketing, product development, and after-sales teams to deliver seamless customer experience and support.
• Mentor, coach, and develop team members, fostering a culture of accountability, continuous improvement, and high performance.
• Ensure rigorous compliance with corporate policies, regulatory standards, and ethical business practices across all operations.
• Utilize data-driven approaches and project management methodologies to translate customer requirements into actionable plans, ensuring timely delivery against objectives.

This role demands a results-oriented professional with proven leadership capabilities and the ability to multi-task in a dynamic environment.

Experience

Candidates should possess between 9 to 12 years of progressive experience primarily in the diesel generator (DG) sets or heavy capital equipment sales sector, demonstrating a consistent record of leading teams and delivering against ambitious sales targets.

• Extensive experience managing sales teams and dealer networks in a regional or state capacity, preferably within West Bengal or similar territories.
• Proven expertise in handling institutional sales, tender processes, and sophisticated contract negotiations.
• Strong background in interpreting technical specifications and providing customised solutions aligned to customer needs.
• Familiarity with market research techniques and competitive benchmarking highly desirable.
• Track record of successfully contributing to business growth in a fast-paced, results-driven environment.

Industry Preferred

Preferred industry experience includes:

• Diesel generator (Genset) manufacturing and sales industry
• Capital equipment sales involving electrical or mechanical heavy machinery
• Renewable energy solutions related to power generation and backup systems would be considered a strong advantage

Experience within established power solutions companies or reputed OEMs serving industrial and institutional clients will be highly valued.

Qualifications

Qualifications for this position include the following:

• Preferred: Bachelor's degree or diploma in Electrical Engineering, Mechanical Engineering, or a closely related technical discipline.
• Alternatively, candidates holding a bachelor's or diploma in another field accompanied by extensive relevant experience within the genset or power equipment industry may also be considered.
• Demonstrated ability to translate complex technical requirements into effective sales solutions.
• Continuous professional development or certifications in sales management or project management will be an asset.

General Requirements

General Requirements and Preferred Skills:

• Strong knowledge and understanding of the latest engine technologies, emission norms, and power generation trends to provide insightful guidance to clients and internal teams.
• Experience with modern project management tools, CRM systems, and sales analytics to efficiently manage pipeline and forecasting.
• Proven leadership skills with the capability to inspire, manage, and develop diverse teams across multiple locations.
• Excellent verbal and written communication skills to engage various stakeholders including clients, dealers, colleagues, and senior management effectively.
• Ability to adapt rapidly to changing market dynamics and emerging technologies.
• Willingness to embrace organizational values, work collaboratively across functions, and drive operational excellence.

Our commitment to Diversity, Equity, and Inclusion

At Mahindra & Mahindra Limited, we recognise that our strength lies in our diversity and inclusion. We are dedicated to maintaining a work environment where all individuals are respected, empowered, and encouraged to contribute fully. Our guiding principles include:

• Ensuring equitable opportunities for all candidates and employees, regardless of personal background or identity.
• Fostering a culture where diverse perspectives drive innovation and problem-solving.
• Building inclusive policies and practices that support accessibility, fairness, and transparency throughout the employment lifecycle.
• Encouraging applications from candidates representing all communities, backgrounds, and identities to enrich our teams.
• Providing ongoing education and awareness initiatives to strengthen our commitment to equity and belonging.

Together, we aim to cultivate a workplace that reflects the diversity of the communities we serve, ensuring that every team member can thrive, grow, and contribute to our shared success.