Senior Territory Manager - Sales

Responsibilities & Key Deliverables

As a Territory Manager - Sales at Mahindra & Mahindra Ltd's Farm Division, you will oversee a portfolio of dealerships with the objective of driving business growth while maintaining market leadership. Your core responsibilities include:

• Strategically managing dealerships to meet and exceed targets related to sales volumes, market share, collections, product deliveries, and spare parts revenue.
• Expanding and optimizing the dealership network by appointing suitable dealers and sub-dealers to ensure comprehensive market coverage aligned with growth objectives.
• Ensuring dealerships are staffed with skilled and adequately trained personnel to guarantee operational excellence and superior customer service.
• Providing coaching and support to dealers and their teams in adopting and executing essential systems such as MSS and Panchatantra, ensuring seamless operational compliance.
• Championing the establishment and enhancement of service infrastructure at dealership locations, driving the implementation of robust service systems that elevate customer satisfaction and loyalty.
• Planning and executing local sales promotion events, including product launches and campaigns, to create brand awareness and stimulate demand within the territory.
• Organizing comprehensive training sessions for dealership sales teams on pre-sales and sales processes, with emphasis on product knowledge, features, and updates.
• Monitoring competitor activities rigorously, gathering critical market intelligence, and providing actionable feedback on competitor and in-house product performance to inform strategic decisions.
• Designing innovative and motivating incentive schemes tailored for dealership teams to align their performance with company goals.
• Collaborating with financial institutions and banks to explore and implement new retail financing options, facilitating accessibility to Mahindra's products for end customers.

Additionally, you are expected to maintain strong relationships with stakeholders, lead cross-functional initiatives for market development, and regularly report on territory performance metrics to senior management, contributing to continuous business improvement and strategic planning.

Experience

We seek candidates with a solid engineering background and relevant industry experience, who can demonstrate a track record of successful sales and dealership management. Specifically:

• Engineering graduates with approximately 4 to 7 years of progressive experience in automotive or agricultural machinery sales, dealership network management, or related fields.
• Alternatively, candidates holding a diploma with 7 to 9 years of practical experience in similar roles.
• Proven experience in managing complex sales territories with the capability to drive significant growth and enhance market presence.
• Strong expertise in dealer network development, sales promotion, and customer relationship management.
• Experience collaborating with financial institutions for retail financing initiatives is highly advantageous.
• Proficient in analysing market trends, competitor strategies, and customer feedback to make informed strategic decisions.

Candidates with a background in the farm equipment, automotive, or heavy machinery sectors will find the role particularly aligned with their skills. Demonstrated ability to lead teams, execute training programs, and implement operational excellence systems will be valued. Excellent communication, negotiation, and interpersonal skills, along with adaptability to a dynamic market environment, are essential for success.

Industry Preferred

Preferred experience is within industries closely related to the agricultural machinery and automotive sectors, which complement the diverse needs of Mahindra & Mahindra Ltd's Farm Division. Ideal industry backgrounds include:

• Agricultural equipment manufacturing and sales organisations.
• Automotive dealerships or supply chain operations focusing on tractors, farm implements, or heavy machinery.
• Companies specialising in spare parts distribution and aftersales services for agricultural or automotive products.
• Financial services with emphasis on retail financing for machinery or automotive clientele.
• Sales and marketing divisions within multinational corporations operating in farm or industrial machinery domains.

Experience in these industries equips candidates with the knowledge of market dynamics, customer profiles, and regulatory frameworks essential to excel as a Territory Manager in this role.

Qualifications

The ideal candidate must possess formal educational qualifications and relevant experiential learning to thrive in this role. Required qualifications include:

• Engineering degree from a recognised institution, preferably in mechanical, agricultural, or industrial engineering, supporting technical understanding of machinery and equipment.
• Alternatively, candidates with a diploma coupled with substantial experience are encouraged to apply.
• Continuous professional development through certifications or training in sales techniques, dealership management, or agricultural technology is a plus.
• Strong computer literacy, including proficiency in Microsoft Office Suite, ERP systems, and sales analytics tools.
• Effective communication skills, both written and oral, to articulate product benefits and negotiate with diverse stakeholders.

These qualifications ensure the candidate can navigate the technical, commercial, and interpersonal demands of managing territory sales and dealership networks effectively.

General Requirements

We seek professionals who demonstrate integrity, accountability, and a commitment to excellence in every aspect of their work. General requirements include:

• Ability to work independently with a results-oriented mindset, while contributing collaboratively within cross-functional teams.
• Strong organisational and time-management skills to manage multiple dealerships and projects simultaneously.
• Willingness and capacity to adapt to changing market conditions and company priorities.
• Excellent analytical and problem-solving abilities to address operational challenges proactively.
• Strong interpersonal skills to build lasting relationships with dealers, customers, and internal stakeholders.
• Comfortable with travel requirements as applicable to territory management, even if this particular position requires no travel.
• Commitment to upholding company values and fostering a positive work environment.

Our commitment to Diversity, Equity, and Inclusion

At Mahindra and Mahindra Limited, diversity, equity, and inclusion are integral to our identity and business success. Our commitment is reflected in the following principles:

• We foster an environment where every individual—regardless of race, ethnicity, gender identity, age, physical or mental abilities, sexual orientation, cultural background, or socio-economic status—is respected and empowered to contribute fully.
• Employment decisions are made strictly on merit and business needs, without bias or discrimination of any kind.
• We provide equitable access to opportunities, resources, and professional development to ensure all team members can achieve their fullest potential.
• We continuously work to eliminate barriers and proactively promote inclusion through training, community-building initiatives, and open dialogue.
• Accessible recruitment and hiring processes are designed to welcome people from all backgrounds, including those with disabilities.

Together, we create a workplace where diverse perspectives drive innovation and build a stronger organisation that reflects the communities and customers we serve.