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