Cluster Lead

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