"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
About Us
Skills Required
- Graduate degree in any discipline
- 7-10 years of B2B or direct sales experience
- Experience managing field executives or sales agents
- Field-intensive sales execution experience
- Lead funnel and target management experience
- Local language fluency, as applicable
- Prior micro-market selling experience with wireline telecom products, cloud communication, SaaS, or similar B2B offerings
- Strong field sales and relationship-building skills
- Experience using sales technology tools, including Salesforce
- Ability to train and coach junior field staff
- Comfort with data reporting and dashboards
- Understanding of wireline telecom products or IT services
- Experience managing B2B field teams
- MBA degree
- Experience in telecom, ISP, or business connectivity organizations
What We Do
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, 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.
