Cluster Lead

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Job Description 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 India's 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
• Local language proficiency
• Experience in micro-market based selling
• Prior exposure to:
  • Internet Leased Line (ILL)
  • SIP Solutions
  • Cloud Communication
  • SaaS Solutions
  • Similar B2B technology environments

Skills & Competencies Functional Competencies

• B2B Sales
• Territory Management
• Channel / Partner Management
• Sales Funnel Management
• Revenue Generation
• Salesforce / CRM Usage
• Data Reporting & MIS Management

Leadership Competencies

• Team Management
• Coaching & Development
• Performance Management
• Stakeholder Management
• Decision Making

Behavioral Competencies

• Go-getter attitude
• High ownership mindset
• Resilience
• Persuasiveness
• Strong execution focus
• Team collaboration
• Customer orientation

Preferred Industry Background

• Airtel Business
• Jio Business
• Vi Business
• ACT Fibernet
• Spectra
• Other ISPs
• B2B Telecom
• ICT Services
• Cloud Communication
• SaaS Sales Organizations

Organization Structure

Regional Head / Regional Sales Head
↓
Cluster Unit Head
↓
Cluster Lead
↓
Direct Sales Team (3-5 DSTs)
↓
Affiliate Partner Ecosystem (200-500 Partners through PDMs)

This version is suitable for recruitment posting, interview evaluation, job grading, and HR documentation.

Transforming Businesses through Digitalization

Tata Tele Business Services (TTBS), belonging to the prestigious Tata Group of Companies, is the country’s leading enabler of connectivity and communication solutions for businesses. With services ranging from connectivity, collaboration, cloud, security, IoT, and marketing solutions, TTBS offers the largest portfolio of ICT services for businesses in India. With an unwavering focus on customer-centricity and innovation, TTBS continues to garner recognition from customers and peers alike.

Our People Shape Our Journey Ahead

We are India’s leading enabler of digital connectivity and technology solutions for businesses - a feat possible only because we are fueled by the dedication and passion of our people. We welcome the finest talent and believe in nurturing and mentoring them to rise into leadership roles, while standing tall on our ethics and values.