Cluster Lead

"D:\OneDrive - Tata Teleservices Limited\Desktop\JDs\JD_Cluster Lead (1).pdf"

Grade/Level: Manager/ Sr Manager 
External:  Customers, Affiliate Partners
Internal: Cluster Unit Head, Cluster Partner Development Managers (PDMs), Cluster Marketing Lead, Order Management, 
Solutions.
Span of control: Geography: Assigned Cluster / Locality 
No. of reports (direct & indirect): 3-5 Direct (DSTs) and Onboarded Affiliate partners (should look at minimum 200-500) 
affiliate partners in the cluster

Why position exists? 
The Cluster Lead acts as the field-level business owner for a defined micro-market. The role is responsible for i) achieving 
customer acquisition and new business revenue (MRC) targets ii) Building and managing a Direct Sales Team (DST) and 
affiliate partner ecosystem  iii) Executing hyperlocal coverage leveraging field force and cluster marketing interventions iv) 
Ensuring flawless execution of last-mile sales strategy to deliver New Logos and MRC outcomes 
Micro-Market Coverage & Execution : i) Identify connected buildings and create a weekly/monthly plan to cover the 
connected buildings ii) Execute coverage plans to reach SMB prospects iii) Drive visibility and presence in the locality (door
to-door, in-building visits)
Recruit, Train & Manage Direct Sales Team (DST). Recruit DSTs aligned to cluster needs. Conduct daily huddles, weekly 
funnel reviews, and on-field coaching . Ensure lead allocation, field hygiene, and performance tracking
Affiliate Partner Engagement : Onboard affiliate partners through PDMs, drive pulsing of affiliate partners through PDM
Drive Lead Conversion & Order Booking :  Follow up on leads from marketing and cold visits. Conduct on-ground customer 
meetings and solution walkthroughs wherever necessary.  Ensure seamless handoff to Order Booking and Network teams 
for delivery
Data Hygiene & Performance Reporting. Maintain updated lead sheets, funnel dashboards, and feedback MIS . Share 
daily/weekly reporting. Highlight market blockers and customer feedback
DST productivity: Database collected, Leads visited, appointments fixed, closures as well as adherence to plan
Drive Affiliate Partner pulsing and contribution to funnel
New Logo Acquisition (Monthly Targets)
MRC (Monthly Revenue Commitment)

Necessary Prefered 
Strong field sales and relationship-building skills Experience in handling tech tools/  Sales force 
Ability to train and coach junior field staff Comfort with data reporting & dashboards
Target-driven, hands-on executioner
Understanding of wireline telecom products or IT services
Experience in managing B2B field teams
Team player with high ownership
Qualification Graduate in any discipline.  MBA (Preferred) 
Overall Work Experience 7-10  years of B2B or Direct Sales experience. Experience in managing field executives or sales agents 
Essential Requirement Field-intensive sales execution. Lead funnel and target management. Local language fluency (as applicable). Prior experience in 
micro market based selling of wireline telecom products (ILL, SIP)/Cloud Commnication / SaaS/similar B2B environments 
Behavioural  Attributes Go-getter, resilient, persuasive, team enabler, hands-on execution mindset 
Prefered Industry Telecom (Airtel Business, Jio Business, Vi Business), ISP's (ACT Fibernet, Spectra)
Skills/ Capabilities and competencies