Marketing & Comm
Education Qualification
B.E/B.Tech - Agricultural Engineering
General Experience
The prospective candidate should bring substantial experience in the sales and distribution sector, including:
•A robust track record spanning between 12 to 15 years in sales management, channel development, and distributor relationship management, preferably within industries related to agricultural machinery, farming solutions, or industrial equipment.
•Demonstrated success in managing large sales territories, focusing on revenue growth and market expansion through distributor channels, showcasing an ability to navigate competitive and diverse market landscapes.
•Experience collaborating with cross-functional teams such as manufacturing, supply chain, and marketing to synchronize efforts and optimize product availability and promotional activities.
•Proven competency in leading teams and mentoring distributor partners, with a focus on building sustainable business relationships and enhancing partner capabilities.
•Familiarity with government sector business practices and liaising with state or regional teams to unlock government contracts and opportunities is highly desirable.
•Solid understanding of distributor business financial operations, including cash flow management, credit control, and collections methodology.
•Adeptness at applying data-driven decision-making and engaging in strategic foresight to anticipate market trends and adjust sales strategies proactively.
Critical Experience
The role requires critical experience and competencies that underpin effective leadership and business execution, including but not limited to:
•Deep expertise in dealer management and channel profitability, with a history of successfully designing and implementing distributor selection, evaluation, onboarding, and performance review processes.
•Strong capabilities in market analysis, including benchmarking and trend analysis, to accurately assess competition and identify new market opportunities for strategic expansion.
•Advanced skills in sales planning, revenue management, and forecasting, critical to ensuring product availability and meeting sales targets through robust distribution networks.
•Proven ability to build and nurture sustainable distributor relationships by understanding and addressing their latent needs through tailored sales schemes and motivation programs.
•Competency in managing supplier relationships and improving supplier performance via consequence management strategies, ensuring seamless supply chain operations.
•Experience in liaising with governmental bodies and managing government business pipelines, enabling distributors to participate effectively in this sector.
•Demonstrated strategic business orientation encompassing anticipation and leveraging of business opportunities, strategic foresight, and a global mindset aligned with sustainable leadership principles.
•Leadership qualities encompassing stakeholder focus, frugal and sustainable approaches, fostering innovation, change management, and risk-taking with accountability.
•A strong customer focus, including sensitivity and commitment to customer delight, serving orientation, and building long-term customer relationships.
•Excellent project management skills, underpinned by passion for quality, agility, discipline, and accountability for results.
•Human capital leveraging competencies such as team development, appreciation of diversity, entrepreneurial engagement, and cultivating synergistic team environments.
•Attributes reflecting passion for work, barrier-free collaboration, infusing enjoyment into work, and a positive approach to learning from setbacks.
Bringing together these experiences and competencies will enable the successful candidate to lead the distributor network effectively while aligning with the core values and strategic objectives of Mahindra & Mahindra's Farm Division.
System Generated Core Skills
Benchmarking
Relationship Management
Dealer Management
Product Knowledge & Application
Trend Analysis
Market Development
Revenue Management
Need Analysis
Team Management
Market Analysis
Product Positioning
Business Development
Territory Development
Cash Flow Management
Performance Management
Insighting
Designing Review Mechanism
Liasoning
Identifying New Markets
Product Mix
Forecasting
Retail Sales
Enquiry Management
Dealer Evaluation & Selection
Channel Profitability
Sales Planning
Dealer Selection & Onboarding
System Generated Secondary Skills
