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Based on the content shared, here is a professionally structured Job Description (JD) for Cluster Lead that can be used for recruitment, evaluation, or internal role documentation.
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.
