Sales HR

1. Sales HR strategy and business partnership

• Partner with Sales leadership to translate business priorities into people strategies to enable revenue growth, market expansion, and salesforce productivity.
• Shape sales workforce strategy through analytics-led insights on structure, coverage, productivity, and channel effectiveness to improve field execution and commercial outcomes.
• Drive sales transformation through organization reviews and workforce optimization initiatives to build agility and scalability across evolving business models.

1. Sales organization design and workforce planning

• Design sales organization structures, deployment models, and workforce plans across on-roll and off-roll teams to optimize market coverage, productivity, and cost efficiency.
• Lead performance and incentive governance through aligned KPIs, reward frameworks, and structured reviews to drive accountability, motivation, and sustained business performance.
• Continuously refine productivity frameworks using market insights and performance analytics to maximize salesforce effectiveness and ROI.

1. Talent strategy and capability development

• Build robust talent pipelines, succession frameworks, and career pathways across frontline and leadership roles to ensure continuity and long-term sales capability.
• Drive capability-building and leadership development interventions to strengthen execution excellence and future readiness.
• Enhance sales employee experience through simplified people processes, engagement initiatives, and lifecycle governance to improve retention, productivity, and workforce stability.

1. Workforce & experience governance

• Govern sales workforce operations, employee relations, and grievance resolution through consistent frameworks and interventions to ensure compliance, stability, and business continuity.

1. Operational / Execution Excellence

• Ensure implementation and governance of HR policies, processes, and compliance requirements across all sales locations and field operations
• Collaborate with business leaders to identify capability gaps and support execution of learning and development initiatives for frontline and sales leadership roles.
• Drive adherence to labour laws, statutory requirements, and governance standards applicable to field sales operations and contractual workforce management.

1. Sales HR analytics and insights

• Define and implement sales HR analytics frameworks through dashboards covering productivity, attrition, cost, and performance metrics to enable data-driven decision-making
• Track sales force effectiveness through structured reporting and governance forums to drive continuous improvement in performance
• Enable data-driven workforce governance through integration of analytics into decision processes to enhance business outcomes
• Drive adoption of digital tools for sales HR through systems for performance tracking, incentives, and workforce management to enhance efficiency and transparency

1. Team leadership

• Lead and develop the Sales HR team by defining roles, KRAs, and performance expectations to ensure strong business partnering across regions
• Build HRBP capability for sales through coaching, training, and exposure to business dynamics to enable effective support to fast-paced operations
• Foster a high-performance and agile HR team through leadership and continuous improvement practices to deliver sustained business impact

Minimum qualification

• MBA/PGDM in Human Resources or equivalent specialization.
• Strong understanding of HR operations, payroll, HRIS, and legal compliance across multi-country environments
• Excellent analytical, process management, and stakeholder engagement capabilities

Minimum experience

• 10 –15 years of Sales HR experience, preferably in FMCG.
• Experience working with senior leadership and cross-functional teams.
• Able to lead 1000+ Sales force
• Able to lead team size of 10+
• Highly business oriented.