Territory Manager - Sales

Responsibilities & Key Deliverables

As a Territory Manager - Sales at Mahindra & Mahindra Ltd within the Farm Division, you will be responsible for managing and optimising a designated set of dealerships to achieve key business objectives including sales volumes, market share expansion, collections, deliveries, and spare parts sales. Your role will involve ensuring the establishment and maintenance of a viable and comprehensive distribution network by appointing new dealers and sub-dealers to guarantee optimal market coverage.

You will oversee that dealerships are staffed with trained and sufficient manpower, facilitating continuous learning through coaching on various operational systems such as MSS and Pancharatna. Driving improvements in customer satisfaction will be a significant focus through ensuring robust service infrastructure and implementation of best practices in service systems.

You will coordinate and execute various marketing events, including local sales promotions and new product launches, to drive demand and visibility. Training dealer sales teams on pre-sales, sales techniques, and new product features will be essential to enhance their effectiveness.

Maintaining competitive intelligence by tracking competitor activities and gathering performance feedback on both competitor and company products will provide insights for strategic decisions. Additionally, you will design and implement targeted incentive schemes to motivate dealers and optimise sales performance. Liaison with financial institutions and banks will also be part of your remit to facilitate new retail financing options for customers.

Your role demands a proactive leadership style, excellent communication, negotiation capabilities, and the ability to work collaboratively across functions to deliver superior business results while fostering strong relationships with dealers, customers, and stakeholders.

Preferred Industries

Education Qualification

The ideal candidate will hold a Diploma or Bachelor’s degree in Engineering, reflecting a solid technical foundation relevant to the agricultural and farm machinery sectors. This educational background will enable you to understand product specifications, diagnose customer needs effectively, and contribute to technical sales support.

Preference will be given to candidates who have demonstrated continuous learning and professional development in fields related to sales management, marketing, or business development through certifications or workshops, supporting their ability to perform at a high standard in a competitive market landscape.

Possessing knowledge or training in contemporary sales management tools, customer relationship management systems, and inventory control software will be advantageous for efficient territory management and dealer coordination.

General Experience

We are looking for candidates with a minimum of five years and ideally up to ten years of comprehensive experience in sales, business development, or dealership management within the agricultural machinery or related industries. Experience should include direct interaction with dealer networks and managing multi-location sales operations to meet or exceed business targets.

Candidates must have a demonstrated track record of successfully driving sales growth, improving market share, and managing financial aspects such as collections, credit management, and working capital in a dynamic environment.

Furthermore, experience in organising and implementing marketing campaigns, product launches, and sales promotions to enhance brand visibility and customer engagement will be critical. The role requires the ability to lead teams, liaise with various stakeholders, and work cross-functionally to deliver results, making prior leadership or managerial experience essential.

Critical Experience

• Strategic Business Orientation: You will be expected to leverage your insightful business perspective to anticipate and capitalise on emerging market opportunities, demonstrating strategic foresight with a global mindset.
• Leadership through Sustainability: Exhibit a commitment to sustainability by integrating sustainable business practices, maintaining a frugal mindset, and focusing on stakeholder engagement with sensitivity to the triple bottom line—economic, social, and environmental factors.
• Customer Focus: Develop a deep understanding of customer needs and preferences, ensuring exceptional customer delight and consistent service orientation throughout dealer operations.
• Innovation Led Transformation: Act as a catalyst for change by fostering innovative thinking, responsibly managing risks, and encouraging idea generation to continuously improve sales processes and customer experiences.
• Result Orientation with Execution Excellence: Demonstrate accountability, passion for quality, agility, and disciplined project management to consistently deliver operational excellence and meet performance goals.
• Leveraging Human Capital: Cultivate exponential synergy by investing in team development, driving entrepreneurial engagement, and appreciating diversity to foster an inclusive and high-performing workplace.
• Weaving Passion and Energy at Work: Embrace passion for work, remove barriers to collaboration, integrate fun with productivity, and learn constructively from failures to maintain a motivated and resilient team environment.

System Generated Core Skills

System Generated Secondary Skills