Area Sales Business Manager

Responsibilities & Key Deliverables

As Area Sales Manager, you will take charge of managing the entire sales process from enquiry to retail, ensuring successful achievement of sales targets. Your role involves planning and executing strategic activations to generate enquiries and driving quality and quantity in test drives originating from multiple enquiry sources. You will be responsible for verifying the accuracy and authenticity of booking data and aligning retail outputs with set targets, maintaining a strong focus on VDN (Vehicle Delivery Note) versus retail ratios.

You will lead continuous process improvement initiatives to enhance conversion ratios (CVR) and ensure precise and truthful data management within the Dealer Management System (DMS). An essential part of your responsibilities includes forecasting sales and planning for upcoming months, ensuring the sales team is well-prepared and motivated to meet objectives.

Manpower productivity is a key focus; you will identify training needs, facilitate effective upskilling, and foster a positive environment that rewards performance and loyalty. Driving adherence to the sales storyline across your teams will be critical to maintaining consistency in customer engagement and messaging.

Embracing digital transformation is crucial in this role. You will encourage and oversee the adoption of cutting-edge digital tools such as Test Drive Anytime Anywhere (TDAA), Personal Voice Assistant (PVA), Bring Showroom Home (BSH), Virtual Reality (VR), and tablet-based applications to maximise customer conversion and engagement.

Managing dealer working capital, reducing market outstanding amounts, and liquidating aged stock are vital for ensuring financial health and operational efficiency. Accurate forecasting for the upcoming months (N+1) will support inventory and sales alignment.

Collaboration with marketing and operational teams to plan and execute activations will also fall under your purview, contributing to enquiry generation and overall brand presence in the territory. Your focus on quality, efficiency, and customer-centric sales processes will directly impact Mahindra & Mahindra's market leadership and customer satisfaction.

Preferred Industries

Education Qualification

The ideal candidate will possess an MBA or a Postgraduate Diploma in Management from a recognised institution, reflecting strong foundational knowledge in business and management principles. Additional certifications or coursework in sales management, digital marketing, or automotive industry-specific training would be highly advantageous.

Educational qualifications should demonstrate the ability to understand and apply strategic business concepts, market analysis, financial planning, and leadership principles. The knowledge gained through formal education will support effective decision-making, team leadership, and operational management within a highly competitive automotive sales environment.

Continuous professional development is encouraged, including staying abreast of emerging digital sales tools, consumer behavior trends, and automotive technological advancements to maintain a cutting-edge approach to sales and customer engagement.

General Experience

Candidates should bring industry experience spanning 3 to 8 years, ideally within automotive sales or consumer FMCG sectors, demonstrating a solid understanding of dynamic market environments and customer engagement strategies. Experience in core automotive sales is particularly valuable, enabling familiarity with the sales lifecycle, dealership operations, and vehicle product knowledge.

Proven experience in managing sales teams, executing activation campaigns, and meeting or exceeding retail targets is essential. Exposure to working with dealer networks, handling working capital, and inventory management will be beneficial to excel in this role.

The role requires adaptability to fast-changing market conditions, with a history of implementing process improvements and leveraging digital tools to enhance sales performance. Experience in training and motivating sales personnel, along with a demonstrated capacity for strategic planning and operational excellence, will be crucial for success.

Experience in a leadership capacity, even at a junior managerial level, is preferred to effectively manage manpower productivity and foster a collaborative, high-performance culture.

Critical Experience

A strong emphasis is placed on critical experience that aligns with Mahindra's leadership competencies and core skills. Candidates must have a demonstrated track record in credit management, consumer-focused sales strategies, and dealer relationship management, particularly within the automotive domain.

Expertise in manpower planning and development, market acumen, and capability building is necessary to drive performance excellence. The candidate should be proficient in sales planning, change management, consultative selling, and compliance with statutory regulations relevant to automotive sales and dealership operations.

Experience in designing exceptional customer experiences, financial management, and understanding hybrid vehicle technologies forms a critical part of the role. Mastery in managing working capital, territory coverage optimisation, order management, and performance management is expected.

Additionally, the ideal candidate should embody strategic business orientation with a global mindset and sustainability focus, align with the company's commitment to triple bottom line priorities, and demonstrate leadership qualities such as innovation, risk-taking with responsibility, accountability, agility, and fostering diversity.

They should be adept at utilising digital engagement tools and driving their effective adoption across teams, supporting Mahindra's innovation-led transformation agenda.

System Generated Core Skills

System Generated Secondary Skills