CNH - Territory Sales Manager

Territory Sales Manager

Description:

Job Purpose

To be fully accountable for all sales operations and business activities of the CNH Tractor business within the assigned territory.

The role focuses on achieving volume targets, dealer performance optimization, working capital efficiency, and seamless coordination between dealers, banks, plants, and internal stakeholders.

Key Responsibilities

Sales Planning & Execution

- Cascade monthly sales targets into daily targets by model and variant for each dealer.

- Track daily retail and wholesale volumes and ensure timely corrective actions to meet territory targets.

- Monitor dealer-wise performance and drive consistent achievement of sales objectives.

Dealer Management & Enablement

- Provide continuous sales enablement support to dealers through:

- Plant visits

- Meetings with financing institutions / banks

- Sales trainings and capability-building initiatives

- Promotional and visibility activities

- Work closely with dealers to improve conversion, throughput, and retail effectiveness.

- Support dealers during seasonal demand spikes by assessing and facilitating additional fund requirements.

Working Capital & Financial Control

- Monitor dealer working capital fund rotation on a daily basis using the Advance Delivery (ADS) tracking tool.

- Coordinate with crediting banks to ensure faster fund rotation and smooth billing cycles.

- Collect dealer billing requirements and share consolidated inputs with the Area Manager for timely dispatches.

Process Compliance & Documentation

- Follow up with dealers to ensure timely completion and submission of required documentation to Head Office.

- Ensure compliance with internal processes to minimize financial risks and delays impacting sales.

- Act as the key liaison between dealers, HO, finance, logistics, and plant teams.

Experience & Qualifications

- 5 to 15 years of experience in territory sales, dealer management, or channel sales, preferably in tractor, automotive, or farm equipment industries.

- Strong experience in dealer network management, sales planning, and working capital monitoring.

- Proven ability to work closely with banks, financing partners, and internal stakeholders.

- Strong analytical, negotiation, and communication skills.

- Willingness to travel extensively within the assigned territory.

Key Competencies

- Territory & channel sales management

- Dealer performance optimization

- Working capital & fund rotation management

- Financial coordination with banks

- Sales forecasting & execution discipline

- Stakeholder management