About this role
Responsibilities & Key Deliverables
• Define and execute the pioneering sales strategy for new products, categories, territories and customer segments in the farm machinery business.
• Build a scalable go-to-market model covering market prioritisation, product-market fit, pricing, channel architecture and launch sequencing.
• Identify high-potential markets through crop, acreage, mechanisation, farm-income, financing, competition and seasonality analysis.
• Establish and expand dealer, distributor and institutional channels; define partner selection criteria, territory potential, viability and performance standards.
• Lead commercialisation of new farm machinery and implements through pilots, demonstrations, farmer engagement, lead conversion and repeatable sales playbooks.
• Drive demand generation with Marketing, Product and Service teams through field demonstrations, village campaigns, progressive-farmer networks, FPOs, custom hiring centres and digital leads.
• Develop strategic relationships with financiers, government bodies, cooperatives, FPOs, large farmers, agri-enterprises and other ecosystem partners.
• Own sales forecasts, annual operating plans, budgets, pricing discipline, contribution margins, receivables and channel inventory for pioneering markets.
• Build and lead a high-performing regional sales team; set targets, review funnel health, coach capability and strengthen execution cadence.
• Capture market and customer insights and translate them into product, feature, pricing, financing, service and network recommendations.
• Ensure compliant sales practices, accurate reporting, disciplined CRM usage and adherence to company policies.
Experience
• 15-20 years of progressive sales and business-development experience, including at least 5 years in a national or multi-region leadership role.
• Demonstrated success in launching and scaling new products, markets, channels or business models in rural/agri markets.
• Strong experience in dealer/distributor development, retail execution, demand generation, forecasting, pricing and commercial management.
• Experience leading geographically dispersed teams and cross-functional market-entry programmes.
Industry Preferred
Strong preference for tractors, farm machinery, agricultural implements or off-highway equipment. Relevant experience in construction equipment, commercial vehicles, rural durable goods, irrigation or agri-inputs may be considered where the candidate has proven farm-market exposure.
Qualifications
Bachelor's degree in Engineering, Agriculture, Agricultural Engineering, Business or a related discipline. MBA/PGDM in Sales, Marketing or Strategy from a recognised institution is preferred.
General Requirements
• Willingness to travel extensively across rural and emerging markets, including during peak agricultural seasons.
• Deep understanding of Indian agriculture, cropping patterns, mechanisation needs, channel economics and rural buying behaviour.
• Comfortable operating in a build-and-scale environment with evolving structures and limited historical data.
• Proficiency in English and Hindi; knowledge of one or more regional languages is desirable.
• High standards of integrity, governance, safety and customer commitment.
Our commitment to Diversity, Equity, and Inclusion
At Mahindra and Mahindra Limited, we believe that diversity drives innovation, and inclusion is at the heart of everything we do. We are committed to cultivating a workplace where every individual feels valued, respected, and empowered to thrive.
We are proud to be an Equal Opportunity Employer. All qualified applicants will be considered for employment without regard to age, caste, race, religion, color, ethnic origin, gender identity, nationality, physical or mental disability, medical condition, sexual orientation, educational background, marital or domestic partnership status, pregnancy or childbirth, veteran status, citizenship status, ancestry, financial status, or any other personal characteristic protected by applicable law.
We actively encourage candidates from all backgrounds to apply and bring their unique perspectives to our teams. We are committed to ensuring an accessible and inclusive experience for all applicants.
Together, we rise by embracing differences and building a future that reflects the communities we serve.