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
- 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.
- 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.
- 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.
- 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.
- 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
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.
