About the Hiring Function
The HR Department is the cornerstone of organizational success as it focuses on designing and implementing robust systems and practices for key people processes such as talent acquisition, performance management, talent management, capability building, employee engagement, and HR policies and initiatives. Some of the key focus areas for the HR team include - Attracting, Retaining & Developing Business Ready Talent; Harnessing Technology to Augment Employee Experience & Productivity; and Cultivating an Agile Organization Structure to Support Business Transformation. Through its focused efforts, the HR department aims to enhance employee engagement and foster an inclusive high-performance culture that drives profitable growth & enables strategic shifts for Business.
Role Purpose:
The HR Business Partner – Sales acts as a strategic advisor to the Sales & Distribution leadership team, enabling business outcomes through people strategy. This role drives workforce planning, capability building, performance management, and organization effectiveness for frontline and leadership sales roles.
Key Responsibilities
1. Strategic HR Partnership
- Partner with Sales leadership to align HR strategy with business goals and revenue targets
- Drive workforce planning, org design, and manpower optimization across regions
- Provide insights on people metrics (attrition, productivity, span of control, etc.) to enable decision-making
2. Performance & Productivity Management
- Drive performance management frameworks for sales teams, including KRAs, incentives, and reviews
- Partner with business leaders to address underperformance and build high-performance culture
- Analyze productivity metrics (revenue per head, conversion ratios, etc.) and recommend interventions
3. Employee Engagement & Retention
- Design engagement initiatives tailored for frontline sales workforce
- Identify attrition drivers and implement retention strategies, especially for high performers
- Act as escalation point for employee grievances and ensure timely resolution
4. Capability Building & Development
- Identify capability gaps and work with L&D to roll out targeted training interventions
- Support leadership development for mid and senior sales managers
- Drive onboarding programs to accelerate new hire productivity
5. HR Governance & Compliance
- Ensure adherence to HR policies, processes, and compliance frameworks
- Drive discipline and governance across regions (attendance, documentation, audits, etc.)
- Manage vendor workforce and third-party payroll compliance (if applicable)
6. Change Management & Transformation
- Lead change initiatives (org restructuring, new GTM models, automation initiatives, etc.)
- Support business transformation projects with effective stakeholder management
Candidate Profile:
Experience:
- MBA/PGDM in HR or equivalent
- 5 years of HR experience, with strong exposure to Sales HRBP role
- Experience handling large, distributed frontline workforce
- Strong understanding of sales structures, incentives, and productivity metrics
- Proven stakeholder management with senior business leaders
Key Competencies:
- Business acumen and commercial understanding
- Strong stakeholder influence and consulting capability
- Data-driven decision making
- High ownership and execution focus
- Ability to operate in fast-paced, high-pressure sales environments
