Mahindra & Mahindra—Senior Territory Manager - FM

Job description

Description: Responsibilities & Key Deliverables - Oversee and manage multiple dealership operations for FM Sales to consistently meet and exceed business targets including volume, market share, collections, deliveries, and spare parts sales within the assigned territory. - Develop a robust and viable distribution network by strategically appointing dealers and sub-dealers to ensure comprehensive market coverage and accessibility. - Ensure that dealerships are staffed with adequately trained and competent personnel to deliver exceptional customer service and operational excellence. - Facilitate and mentor dealers and their teams in the implementation of critical operational systems such as MSS and Pancharatna, ensuring adherence and continuous improvement. - Drive the enhancement of service infrastructure at dealerships by coordinating and overseeing implementation of advanced service systems, with the aim of elevating customer satisfaction and loyalty. - Plan, execute, and monitor local-level sales promotion events and product launches, fostering brand awareness and stimulating sales growth. - Conduct comprehensive training sessions for dealer sales personnel on pre-sales techniques, sales processes, and updates on new product features or modifications to enhance selling effectiveness. - Analyse competitor activities through market intelligence gathering, evaluate product performance feedback, and identify areas for competitive advantage. - Design, develop, and implement targeted incentive schemes for dealers to motivate sales performance aligned with business objectives. - Collaborate closely with financial institutions and banks to explore and establish innovative retail financing solutions, improving product accessibility for customers. - Monitor inventory levels and work closely with dealers to optimize stock management, ensuring product availability and minimizing financial risks. - Lead initiatives to build dealership capabilities through continuous capability-building programmes and performance management interventions. Preferred Industries Education Qualification B.E/B.Tech - Agricultural Engineering General Experience Total Experience - Min 5 Years Critical Experience - Proven expertise in managing dealership networks and optimising territorial market coverage to achieve sales and business objectives. - In-depth knowledge of farm machinery or automotive industry dynamics, including product knowledge, customer requirements, and competitive landscape analysis. - Strong capability in training and developing dealership personnel to enhance sales effectiveness and customer service standards. - Experience in implementing business systems and operational frameworks like MSS and Pancharatna that drive process efficiency and customer satisfaction. - Proficiency in designing and deploying incentive programs that effectively motivate dealers and align with company goals. - Ability to liaise and negotiate with financial institutions, facilitating retail finance solutions tailored to customer segments and product offerings. - Skilled in event planning and execution for promotional activities including product launches and sales campaigns to stimulate demand and brand presence. - Demonstrated capacity to analyse market trends, competitor strategies, and customer feedback to recommend strategic actions for improved market positioning. - Leadership competencies aligned with Mahindra’s values, including strategic business orientation, customer focus, innovation, result orientation, and leveraging human capital. - Strong interpersonal and communication skills with a collaborative approach, fostering relationships across diverse teams and stakeholders. System Generated Core Skills Business Development Consumer Insighting Consumer Marketing Credit Management Customer Profitability Customer Relationship Management (CRM) Customer Segmentation Manpower Management Financial Reporting Inventory Management Lead Generation Market Research Marketing Campaigns Marketing Metrics Performance Management Product Knowledge & Application Promotional Activities Territory Coverage Optimization Working Capital Management Capability Building Enquiry Management System Generated Secondary Skills