Senior Territory Manager - Sales

Responsibilities & Key Deliverables

• Manage and oversee a portfolio of dealerships within the assigned territory to ensure the achievement of key business parameters including sales volumes, market share expansion, timely collections, product deliveries, and spare parts sales growth.
• Develop and maintain a sustainable and robust distribution network by strategically appointing dealers and sub-dealers to maximize market coverage in alignment with organisational objectives.
• Ensure dealerships are staffed with adequately trained and skilled personnel to maintain high operational standards and customer service quality.
• Provide ongoing training and coaching to dealers and their teams to effectively implement company systems such as MSS and Pancharatna, improving operational efficiency and customer engagement.
• Evaluate and guarantee availability of necessary service infrastructure at dealer locations, driving the adoption of service systems aimed at enhancing overall customer satisfaction.
• Plan, coordinate, and execute local sales promotional campaigns, new product launches, and other marketing events to boost product visibility and market penetration.
• Conduct regular training sessions for dealer sales personnel focusing on pre-sales techniques, effective sales processes, and updates on product features or changes to optimize sales results.
• Monitor competitor activities continuously, gathering and analysing feedback on competitor as well as company product performance to facilitate informed strategic decisions.
• Design and implement tailored incentive schemes for dealers that motivate sales growth, foster loyalty, and align with business goals.
• Collaborate with financial institutions and banks to explore and expand retail financing solutions, making products more accessible to end consumers.

As a Territory Manager Sales, you will act as the crucial link between Mahindra & Mahindra Ltd and the dealerships, ensuring smooth functioning and alignment with corporate strategies. This includes proactive problem-solving, strategic planning, and nurturing sustainable business relationships.

Preferred Industries

Education Qualification

The preferred educational qualification for this role is a Diploma or Bachelor's degree in Engineering, reflecting a strong foundation in technical knowledge relevant to Mahindra & Mahindra's product range.

Additional certifications in sales management, business administration, or related fields are considered an advantage and can support better understanding of market dynamics and customer needs.

The education background should support the candidate's ability to grasp product complexities, technical specifications, and contribute effectively to dealer and customer communication.

General Experience

The role requires a solid general experience of 5 to 10 years, preferably in sales or marketing within the automotive, agricultural machinery, or related industrial sectors.

Experience should demonstrate progressive responsibility in dealership management, territory sales, market development, and team leadership.

Candidates with proven track records of achieving sales targets, managing customer relationships, executing marketing campaigns, and driving business growth will be highly valued.

Exposure to working within matrix organisations and familiarity with working cross-functionally to align sales strategies with product development, finance, and service departments will contribute to success in this role.

Critical Experience

• Demonstrated expertise in strategic business orientation, with ability to anticipate market trends, leverage business opportunities, and apply strategic foresight in a competitive and dynamic environment.
• Proven capabilities in leadership through sustainability practices, including a focus on stakeholder engagement, frugal mindset, and sensitivity to the triple bottom line—balancing economic, social, and environmental objectives.
• Exceptional customer focus, prioritising customer sensitivity, delight, and service orientation to build long-term loyalty and positive brand perception.
• Strong innovation-led transformation skills, including idea generation, being a catalyst for change, and embracing responsible risk-taking to foster continuous improvement.
• Results orientation with execution excellence, encompassing effective project management, passion for quality, accountability, and maintaining agility with discipline.
• Leveraging human capital effectively by promoting team development, entrepreneurial engagement, appreciating diversity, and creating exponential synergy within teams.
• Energy and motivation to weave passion into work, fostering a barrier-free work culture that blends fun with commitment and embraces learning from failures to drive personal and organisational growth.

This comprehensive competency framework guides the roles and responsibilities of the Territory Manager Sales at Mahindra & Mahindra Ltd, aligning personal effectiveness with organisational goals and industry best practices.

System Generated Core Skills

System Generated Secondary Skills