Area Sales Manager - Automotive Retail Sales

Area Sales Manager

Responsibilities & Key Deliverables

As an Area Sales Manager at Mahindra & Mahindra Ltd, you will be entrusted with the comprehensive management of the retail sales process, specifically managing the E-T-B-R cycle which covers Enquiry, Test Drive, Booking, and Retail stages. You will plan and execute innovative activations aimed at enquiry generation, ensuring both quality and quantity in test drives, regardless of their source. Your keen attention to detail will guarantee the accuracy and authenticity of booking and DMS data.

Your role is pivotal in achieving retail targets, closely monitoring Vehicle Delivery Note (VDN) versus Retail ratios, and improving conversion ratios through process optimisation. You are expected to forecast and plan sales for upcoming months effectively while maintaining high standards in manpower productivity by identifying training needs, motivating the sales team through rewards and incentives, and ensuring adherence to the approved sales narratives.

Emphasising digital transformation, you will drive the adoption of digital tools such as Test Drive Anytime Anywhere (TDAA), Personal Voice Assistant (PVA), Bring Showroom Home (BSH), Virtual Reality (VR), and tablets to maximise conversion rates. Managing digital engagement managers will be crucial to ensure quality digital interactions.

Additional responsibilities include managing dealer working capital rotation, reducing market outstanding balances, liquidating aged stock, and accurately forecasting for subsequent months. You will lead initiatives to improve dealer relationships and streamline inventory management to support business goals. Active collaboration with cross-functional teams will be vital for seamless execution of sales strategies and ensuring customer satisfaction.

Preferred Industries

Automotive Industry2 Wheeler3 Wheeler

Education Qualification

The ideal candidate will possess a strong educational background, preferably holding an MBA or a Post Graduate Diploma in Management. This qualification should equip you with robust management principles, strategic thinking skills, and an understanding of the sales function within dynamic industries such as automotive or FMCG. Knowledge of business management, marketing, and sales strategies will be fundamental to succeeding in this role.

Continuous professional development is encouraged to keep abreast of evolving market trends, digital sales tools, and leadership competencies relevant to the position. This foundational education supports your ability to analyse market data, lead diverse teams, and implement effective sales campaigns aligned with organisational objectives.

General Experience

Core Automotive Sales/ FMCG sales,Experience of 3- 8 years

Critical Experience

The critical experience sought includes demonstrable expertise in managing the end-to-end automotive retail sales cycle with a strong emphasis on enquiry generation, converting inquiries into test drives, bookings, and ultimately retail sales. Experience in deploying and managing digital sales tools such as Test Drive Anytime Anywhere (TDAA), Personal Voice Assistant (PVA), Virtual Reality applications, and other innovative digital platforms is essential to enhance customer engagement and maximise conversion rates.

Additionally, expertise in manpower productivity management, including identifying training requirements, motivating the sales force, and implementing reward mechanisms, is vital. You should have a solid background in managing dealer relationships, overseeing working capital rotation, reducing aged inventory, and accurately forecasting sales in a regional or area sales capacity within the automotive industry.

It is imperative that you demonstrate proficiency in data accuracy and process improvement for booking and sales data management systems (DMS), ensuring compliance and authenticity. Your ability to strategise and lead sales operations while aligning with Mahindra’s leadership competencies such as strategic foresight, customer focus, innovation-led transformation, and result-oriented execution will distinguish your candidacy.

System Generated Core Skills

Credit ManagementConsumer FocusManpower ManagementDealer Relationship ManagementManpower PlanningMarket AcumenSales PlanningCapability Building

System Generated Secondary Skills

Capability BuildingChange ManagementConsultative SellingStatutory ComplianceDesigning Customer ExperienceFinancial ManagementIdentifying Customer NeedsMarket IntelligenceOrder ManagementPerformance ManagementProduct Knowledge & ApplicationProduct Knowledge - Hybrid VehicleTerritory Coverage OptimizationWorking Capital Management

Experience Level

Mid Level