Manager - sales (west africa)
Location
field, Mumbai, MH, India
Commitment
Full Time
Level
Senior (5+ years)
Required skills
Business developmentInternational salesMarket intelligenceStrategic planningSales managementDistributor managementDealer network developmentExport operationsIncotermsInternational financeTractor industry knowledgeNegotiationAnalytical skillsEmotional quotientCross-cultural communicationSales process optimization
Job Description
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 teams.
Around 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)
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