Cluster Lead

Position Details

Role Title: Cluster Lead
Business Unit: SME
Business Function: Indirect Sales
Department: Generate
Grade/Level: Manager / Senior Manager
Reporting To: DGM - Cluster Unit Head (CA2) / Sales Head

Span of Control

• Geography: Assigned Cluster / Locality
• Direct Reports: 3-5 Direct Sales Team (DST) members
• Indirect Responsibility: 200-500 Affiliate Partners (through Partner Development Managers)

About TTBS

Tata Tele Business Services (TTBS), a part of the prestigious Tata Group, is one of Indias leading providers of connectivity and communication solutions for businesses. Its portfolio includes:

• Internet Leased Line (ILL)
• SIP Services
• Managed Wi-Fi
• SD-WAN
• Cloud Communication Solutions
• Security Solutions
• Marketing Solutions

With a strong focus on customer-centricity and innovation, TTBS continues to be a trusted ICT partner for businesses across India.

Purpose of the Role

The Cluster Lead acts as the business owner of a defined micro-market and is responsible for driving customer acquisition, revenue generation, field sales execution, affiliate partner development, and team performance.

The role ensures achievement of:

• New Logo Acquisition targets
• Monthly Recurring Revenue (MRC) targets
• Cluster coverage and market penetration
• Direct Sales Team productivity
• Affiliate partner engagement and contribution

Key Responsibilities

1. Micro-Market Coverage Execution

• Identify connected buildings and business hubs within the assigned cluster.
• Develop weekly and monthly market coverage plans.
• Drive hyperlocal sales activities to reach SMB prospects.
• Conduct door-to-door and in-building sales visits.
• Increase local visibility and brand presence within the assigned market.

2. Recruit, Train Manage Direct Sales Team (DST)

• Hire and onboard DST members based on cluster requirements.
• Conduct daily sales huddles and weekly funnel reviews.
• Provide on-field coaching and mentoring.
• Ensure effective lead allocation and performance monitoring.
• Drive adherence to sales processes and field discipline.

3. Affiliate Partner Engagement

• Support onboarding of affiliate partners through Partner Development Managers (PDMs).
• Drive regular engagement and activation of affiliate partners.
• Improve partner productivity and contribution to the sales funnel.
• Monitor partner performance and market coverage.

4. Lead Conversion Order Booking

• Follow up on marketing-generated and self-generated leads.
• Conduct customer meetings and solution presentations.
• Understand customer business requirements and propose suitable TTBS solutions.
• Ensure seamless coordination with Order Management and Network teams for timely service delivery.
• Drive conversion of opportunities into revenue-generating orders.

5. Data Hygiene Performance Reporting

• Maintain accurate lead and prospect databases.
• Update sales funnel and opportunity dashboards regularly.
• Share daily, weekly, and monthly MIS reports.
• Highlight market insights, competitive intelligence, blockers, and customer feedback.
• Ensure complete CRM/Salesforce hygiene.

Key Performance Indicators (KPIs)

Business Metrics

• New Logo Acquisition
• Monthly Recurring Revenue (MRC)
• Sales Funnel Health
• Order Booking Achievement
• Conversion Rates

Team Productivity Metrics

• Database Collection
• Leads Generated
• Customer Visits Conducted
• Appointments Fixed
• Sales Closures
• Plan Adherence
• DST Productivity

Partner Metrics

• Affiliate Partner Onboarding
• Partner Pulsing and Activation
• Partner Contribution to Funnel
• Revenue Contribution through Partners

Internal External Stakeholders

Internal Stakeholders

• Cluster Unit Head
• Regional Head / Regional Sales Head
• Cluster Marketing Lead
• Partner Development Managers (PDMs)
• Order Management Team
• Solutions Team
• Network Delivery Team

External Stakeholders

• Business Customers
• Affiliate Partners
• Channel Ecosystem Partners

Qualifications

Essential

• Graduate in any discipline

Preferred

• MBA or equivalent post-graduate qualification

Experience

Essential

• 7-10 years of B2B Sales or Direct Sales experience
• Experience managing field sales executives or sales agents
• Experience in lead funnel management and target achievement
• Field-intensive sales execution experience

Preferred

• Experience in telecom, ICT, cloud communication, SaaS, ISP, or similar B2B industries
• Experience managing B2B field sales teams
• Understanding of wireline telecom products and business solutions

Essential Requirements

• Strong field sales execution skills

Target and funnel management expertise

Disclaimer: This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.