Manager - Sales (West Africa)

Responsibilities & Key Deliverables

Job profile:

Africa is a strategic continent for M&M. Growing existing markets and scouting for new market opportunities requires a special skill. You will be part of a core team whose brief is to profitably increase Mahindra’s footprint. Focus on both tractor brands of M&M – Mahindra & Swaraj

You will be required to:

• Formulate Annual Business Plans basis market & competition intelligence

• Achieve sales volume (shipment and retail) and market share targets – work closely with internal (logistics, finance, product and marketing team) and external (distributor/dealer) stakeholders

• Monitor efficacy of the sales funnel (enquiry, retails and conversions) and make course corrections, if required

• Market intelligence – competition activity (pricing, new launches, feature upgrades/downgrades)

• Formulate growth plans for existing markets; identify and develop new market entry strategy

• Roll out Sales processes & standards (Eg. DEP) at Distributors and dealers.

• Drive Sales Satisfaction (SSI) scores by effective co-ordination with internal stakeholders (Product, Marketing, Logistics, Customer Support)

• Ensure First Time Right (FTR) launches of new products in co-ordination with Product team

• Maintain effective contacts with relevant Ministries and diplomatic missions (in India and overseas)

• Build and monitor distributor and dealer manpower capability

• Build, monitor and improve network for better market coverage.

• Grow “Brand DNA” by strategic marketing initiatives with various field initiatives

• Support Country Head in various reviews, projects, analytics etc.

General Requirements

Person profile: Must have basic knowledge of international business (culture, preferences) to adapt and blend with overseas stakeholders. Knowledge of French language is preferred.

Must have strong analytical skills.

Should have a strong Emotional Quotient (EQ) - “culturally agnostic”, open minded, good listening and negotiating skills, collaborative and able to produce results with diverse teamsAround 8 to 10 years’ experience in Sales, Business Development (International experience in tractor, CE, HCV, Auto industry is preferred)

Long Description

Critical Skill Sets:

Business development

Product knowledge

Inter-cultural sensitivity

International sales

Knowledge of Exports Incoterms, Export payment mechanism

Functional Competencies:

Compliance management

Intrapreneurial business acumen

International business – Systems & Process orientation

Knowledge of international finance

Knowledge of tractor industry

International Sales & Marketing

International Logistics

Commercial Acumen

Product Knowledge of tractor and Farm Implement products

Industry Preferred

Tractors

Heavy Machinery

Farm Equipment

Qualifications

BE (Mechanical / Automobile) + MBA Marketing / International Business (Preferable)