Mahindra & Mahindra—Area Sales Business Manager

Job description

Description: Responsibilities & Key Deliverables As an Area Sales Manager at Mahindra & Mahindra Ltd within the Automotive Division, you will spearhead the end-to-end retail sales process encompassing enquiry management, test drives, booking, and retail conversions. You will be responsible for planning and executing targeted activations designed to generate high-quality enquiries, ensuring a robust pipeline. Monitoring and enhancing the quality and quantity of test drive engagements across all enquiry channels will be a core function, maintaining stringent standards for data accuracy and authenticity throughout booking and Dealer Management System (DMS) records. Your role demands a strong commitment to meeting retail sales targets, emphasizing the conversion of Vehicle Delivery Notes (VDN) to actual sales while driving continuous improvement in conversion ratios. You will develop and oversee comprehensive retail sales plans extending over multiple months, facilitating demand forecasting and optimal inventory management. Manpower productivity is a critical area where you will identify training requirements to empower the sales force, foster motivation through rewards and incentives, and sustain team engagement through adherence to the established sales narrative. The adoption and promotion of digital tools such as Test Drive Anytime Anywhere (TDAA), Personal Voice Assistant (PVA), Bring Showroom Home (BSH), Virtual Reality (VR), and tablet technologies will be instrumental in enhancing digital conversion and customer interaction quality. Ensuring the adequacy and skill level of Digital Engagement Managers forms part of this overarching digital strategy. In addition, managing dealer working capital rotation, reducing outstanding payments, and mitigating aging stock through proactive forecasting and liquidation are vital responsibilities. You will collaborate closely with dealership teams to optimize financial health and operational efficiency within your region. Planning and executing market activations aimed at enquiry generation will continue to be a key driver of sales success. This role requires strategic oversight, hands-on management, and a customer-centric mindset to lead the sales team toward exceeding business goals in a competitive automotive marketplace. Preferred Industries Consumer FMCG / Food Automotive Industry Education Qualification The ideal candidate will hold a postgraduate qualification such as an MBA or a Post Graduate Diploma in Management, providing a strong foundation in business principles, strategic thinking, and leadership. A background in management studies equips you to navigate complex sales dynamics, drive teams effectively, and engage with multifaceted operational challenges. A thorough understanding of retail sales management principles, marketing strategies, and financial acumen obtained through formal education is essential for developing data-driven sales plans and managing dealer relationships efficiently. Additional certifications or courses related to sales management, digital marketing tools, or automotive industry practices will be considered advantageous, reinforcing capabilities to integrate innovative sales techniques and emerging technologies in the automotive sector. General Experience Applicants should have a broad general experience spanning 3 to 8 years in core automotive sales or FMCG sales domains. This experience should encompass direct involvement in sales operations, market development, and customer relationship management within dynamic and competitive environments. Experience in managing sales teams, constructing sales forecasts, and achieving targets will be critical. Demonstrated ability in utilizing sales data analytics and digital tools to enhance conversion rates, implement sales campaigns, and optimize sales productivity will set candidates apart. Exposure to consumer behaviour insights, competitor analysis, and market trends in the automotive or related consumer goods industries will support strategic decision-making and enrich customer engagement practices. Critical Experience Critical experience requirements include a proven track record in the automotive sales industry, with hands-on expertise in managing the complete sales cycle from enquiry generation through booking and vehicle delivery. Familiarity with dealer management systems (DMS) and digital sales platforms such as TDAA, PVA, BSH, and VR technologies is essential to drive digital transformation and customer engagement. Strong competency in manpower management—encompassing training needs assessment, motivation through rewards, and retention strategies—is crucial. Candidates must demonstrate skills in sales strategy development, performance monitoring, and execution excellence aligned with business targets. Experience in working capital management, dealer financial reconciliation, and stock ageing analysis is required to maintain dealer profitability and operational efficiency. Additionally, expertise in utilizing market intelligence and consultative selling techniques will be beneficial to anticipate customer needs and craft bespoke sales solutions. Leadership capabilities reflective of Mahindra's leadership competencies—such as strategic business orientation, customer focus, innovation-led transformation, and leveraging human capital—are integral to success in this role. System Generated Core Skills Credit Management Consumer Focus Manpower Management Dealer Relationship Management Manpower Planning Market Acumen Sales Planning Capability Building System Generated Secondary Skills Capability Building Change Management Consultative Selling Statutory Compliance Designing Customer Experience Financial Management Identifying Customer Needs Market Intelligence Order Management Performance Management Product Knowledge & Application Product Knowledge - Hybrid Vehicle Territory Coverage Optimization Working Capital Management