Manager - Channel Management

Responsibilities & Key Deliverables

The role of Manager - Channel Management at Mahindra & Mahindra Ltd involves a multifaceted set of responsibilities to ensure robust channel development and effective market coverage within the Farm Machinery Business, particularly focusing on pioneering products such as Rice Transplanters, Potato Planters, and Harvesters.

Channel Development & Management
You will design and implement comprehensive channel policies, overseeing the onboarding and offboarding processes to maintain an efficient and dynamic network. Key responsibilities include appointing and nurturing a network of dealers, sub-dealers, and institutional partners. Strategic delineation of territory-wise channel structures, alongside coverage and outlet productivity norms, will be critical to maximizing market penetration and sales effectiveness.

Sales Support & Market Expansion
Identifying high-potential mechanization clusters within key agricultural belts, such as rice, potato, and grain regions, will be essential for targeted growth initiatives. Collaborating closely with Zonal Managers, you will spearhead seasonal channel sales planning aligning with agricultural cycles to optimise timing and resource allocation. Facilitating channel partners' access to finance and trade assistance at regional levels will be a vital support function.

Dealer Enablement & Capability Building
Ensuring all dealership touchpoints—from showrooms to workshops—adhere to the Corporate Identity Programme (CIP) branding standards is expected. Management of dealer funding inflows including bank guarantees, own funds, and trade advances, alongside proactive monitoring of working capital and exposures, will ensure financial health across the channel. Training initiatives will deliver crucial knowledge in product features, agronomical benefits, return on investment (ROI), and competitive advantages, empowering dealer teams to conduct effective demonstrations and value-based selling.

Business Planning & Reporting
You will drive the preparation of annual operating plans for dealers encompassing sales, geographic coverage, and profitability targets. Continuous tracking and analysis of channel sales performance, market intelligence, competitor activities, and pricing trends are essential for informed decision-making and proactive strategy refinement. Compliance with credit policies and channel hygiene standards will be stringently enforced to maintain operational integrity.

Compliance & Governance
Adhering to established company policies around channel partner agreements, onboarding and offboarding procedures, and Letters of Intent (LOI) management will remain a top priority to ensure governance standards are met.

This role demands a dynamic, strategic leader who can blend market insight with operational excellence to drive channel success and market expansion for Mahindra's agricultural machinery business.

Experience

The ideal candidate will possess a Graduate or Postgraduate degree in Agriculture, Engineering, or Management, reflecting a strong foundational knowledge aligned with the Farm Machinery business sector.

Candidates should have between 5 to 8 years of progressive experience managing channel networks within agricultural machinery domains, ideally in segments involving Rice Transplanters, Harvesters, or Tractors. Experience in these specialized product lines will enable a deeper understanding of market dynamics, dealer ecosystems, and customer needs.

A thorough understanding of rice agronomy practices, mechanization economics, and familiarity with government subsidy frameworks and regulatory environments will be critical. The candidate is expected to leverage this expertise to enhance channel efficiency and promote mechanization adoption among farming communities.

Proven capability in leading dealer engagement initiatives, negotiating complex contracts, and delivering training programs will be essential. Experience with business planning, sales forecasting, and monitoring key performance indicators within a channel management context will be highly advantageous.

Industry Preferred

Preference will be given to candidates with experience in the agricultural machinery industry, particularly those who have worked with products related to rice cultivation such as transplanters and harvesters, as well as those familiar with tractor markets.

Prior engagement in agribusiness sectors—encompassing agricultural equipment manufacturing, distribution networks, and mechanization services—will provide a strong foundation for navigating this role's challenges.

Experience within companies that operate in rural agricultural markets, and those with a track record of promoting mechanization and innovation in farming communities, will be beneficial. Familiarity with industries interfacing closely with government subsidy programs and rural financing schemes is also desirable.

Qualifications

A Graduate or Postgraduate degree in Agriculture, Engineering, or Management is required to ensure the candidate is well-versed in the technical aspects and business dynamics relevant to the agricultural machinery industry.

The qualifications should reflect a commitment to understanding both the agronomic factors underpinning product efficacy and the strategic aspects related to channel and business development.

Professional certifications or additional training related to agribusiness, sales management, or channel strategy will be considered advantageous, supporting ongoing learning and professional growth within this role.

General Requirements

The role requires exceptional skills in channel development and relationship management, demonstrating the ability to cultivate and sustain productive partnerships with dealers and channel stakeholders.

Strong negotiation and influencing skills are essential for aligning channel partner objectives with company goals, securing favourable terms, and resolving conflicts effectively.

Excellence in seasonal planning and execution is required given the agronomic cycles that dictate sales windows and mechanization needs. The ability to synchronise channel activities with sowing and harvesting periods will drive business success.

A willingness and ability to travel extensively throughout rural markets is indispensable, supplying on-ground support, fostering dealer relationships, and understanding local market dynamics firsthand.

The candidate must be adaptable, proactive, and possess strong organisational capabilities to manage complex channel networks in diverse environments.

Our commitment to Diversity, Equity, and Inclusion

At Mahindra & Mahindra Limited, we champion diversity, equity, and inclusion as core pillars that foster innovation and excellence within our workforce. We are dedicated to creating and nurturing a workplace where everyone feels welcomed, valued, and empowered to contribute their unique talents.

We uphold an Equal Opportunity Employment policy that ensures all applicants receive consideration without discrimination based on any protected characteristic, including but not limited to age, caste, race, religion, colour, ethnicity, gender identity, nationality, physical or mental ability, sexual orientation, education, marital status, pregnancy, veteran status, or any other legally protected status.

We actively promote the inclusion of diverse voices and perspectives to strengthen our teams and decision-making processes. Our recruitment practices are designed to provide an accessible and respectful experience, encouraging candidates from all backgrounds to apply and succeed.

By embracing difference and fostering an equitable environment, we aim to build a future that truly reflects and serves the pluralistic communities where we operate. Together, we leverage diversity to drive sustainable growth and innovation at every level of our organisation.