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Regional Manager

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Date: 02-May-2019

Location: Raipur, IN

Company: Mahindra & Mahindra Limited

Process

Role & Responsibilities

Budget Preparation

  • Plan at least 30% cash sales, Gold Category products sales and advance collections to drive the profitability of the region.
  • Recommends product lines by identifying new product opportunities, and/or service changes; surveying farmer needs and market trends; tracking competitors
  • Prepare contingency plan for regional budget
  • Prepare and provide inputs on crops, cropping pattern, season, opportunity for Gold Category Products in the Region to Zonal Head for preparing zonal and regional Budgets.

Prepare & execute Sales and collection plan

  • Drive, direct Regional Sales Collaborating with Zonal Incharges/ NSM to establish and execute a sales goal for the region
  • Work closely with Mahindra Samriddhi team to plan and drive sale through Mahindra Samriddhi Centers
  • Prepare rolling sales plan for the region for three months using market research, forecasting techniques to ensure timely availability of the products
  • Ensure strict adherence to monthly sales plan as per the forecast
  • Ensure profitability of every territory through sales and viable product mix
  • Explore the possibilities of working with other Mahindra Agri Businesses to create synergies and multiplier effects in the region.
  • Prepare monthly, quarterly, half yearly & annual sales plan for the region as per the business guidelines with major focus on Gold Category product to Improve profitability of the Region
  • Meticulously plan, drive, execute and review collections as per the policy to reduce the debtor days
  • Benchmark targeted companies on the product pricing and strategies to develop marketing and sales strategies.
  • Effectively implement sales policy at the grass root level to drive sales & collection through team members to ensure clean sales.

Channel  Management

  • Appoint new dealer by visiting a dealer personally to ensure the dealer appointment is strictly as per policy in order to enable a strong channel Network with A&B class dealers
  • Guides, trains & supports sales team on the Business policy, Credit policy and guidelines to appoint new Dealers to ensure complete alignment in the team
  • Proactively engages and Ensures complete transparency with super league dealers on their budget Vs Actual Sales, Inventory and liquidation to generate maximum business from them.
  • Builds and maintains rapport with key customers and identify and shortlist new customer opportunities to build strong channel network
  • Periodically review the Debtor days in line with credit policy and take preventive and corrective actions to ensure the efficient working capital and profitability of the region
  • Provide timely accounts reconciliation statements to the parties

Demand Generation Activity

  • Track FDO productivity on monthly basis and take corrective action if required.
  • Play active role in Hiring and Training to ensure the Competent FDO availability in the field.
  • Manage Promotional budget of the region for the effective utilisation and liquidation of high GC gold products ONLY.
  • Train team to ensure 100% Compliance and weekly review the adherence to BIZOM system and take necessary action, if required
  • Finalise the FDO requirement in discussion with TM and ZH for Year/ Season as per the crop and gold category products plan.
  • Deploy the promotional budget to the TM’s as per respective market size to ensure maximum returns
  • Direct, guide and approve the monthly Field Demonstration activities, farmer meetings and Mega meeting plan submitted by TM
  • Review the plan and progress of demo’s Vs actuals along with MM and take corrective/ proactive action
  • Drive the culture of customer centricity by motivating team to conduct the farmer meeting and by attending at least 10 Farmer Meetings in a month
  • Travels extensively in the field (with atleast 15-night halts)
  • Ensure route maps are created for self, TMs and all FDOs.
  • Identify and engage with hi-pot FDOs by providing the right exposure on a regular basis
  • Improve engagement with farmers with proper planning of KSKT activities (sales promotional activities) in the Region
  • Oversee KSKT activities like field demonstration, Farmer meetings & Supervise field visits, Lead Mega Farmers meetings

Government Liasoning

  • Proactively manage relations with government authorities like Agriculture Office, weight & measure office
  •  Liaison with Government bodies for smooth operations in the region

Team Management

  • Interview, select and train field executives to drive demand generation activities on the field. 
  • Develop strong team (TMs and FDOs) by providing requisite training on agronomy, product, sales process and techniques and crops
  • Provide direction, review performance and give Constructive feedback on opportunity and strength areas to achieve the business targets


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