Lead Sales Platforms & Gig Workforce Automation

Role Purpose

Own the vision,
roadmap, and delivery of Tata Play Fiber's sales technology ecosystem, spanning
Sales Force Automation (SFA), Field Force Automation (FFA), CRM, prospect
funnel management, customer onboarding, channel management, incentive
automation, and gig workforce platforms.

Drive digitization
and AI-led automation across prospect acquisition, lead management, sales
conversion, customer onboarding, field execution, partner engagement, workforce
productivity, and incentive management to improve growth, efficiency,
governance, and user experience.

Key
Responsibilities

Product &
Platform Ownership

• Define and own the product roadmap for Sales Platforms, Workforce
  Automation, and Customer Acquisition Platforms.
  
• Translate business needs into scalable digital products and
  workflows.
  
• Drive platform adoption, user experience, operational efficiency,
  and measurable business outcomes.
  
• Identify opportunities to leverage automation, analytics, and AI to
  accelerate growth and productivity.
  

Sales, Funnel
& Channel Automation

• Own and optimize the end-to-end prospect-to-customer lifecycle
  across all acquisition channels.
  
• Drive automation across lead capture, lead distribution, lead
  nurturing, opportunity management, customer onboarding, activation, and
  installation journeys.
  
• Design and enhance prospect funnel management capabilities across
  lead generation, qualification, allocation, conversion, and activation
  stages.
  
• Build visibility into funnel health, conversion rates, leakage
  points, turnaround times, and acquisition productivity.
  
• Improve lead routing through AI-enabled prioritization and
  productivity-based assignment models.
  
• Lead automation across sales tracking, retailer/distributor
  management, field operations, incentive administration, and governance
  processes.
  

Customer
Onboarding & Activation

• Own digital customer onboarding journeys from acquisition through
  installation and activation.
  
• Design seamless onboarding workflows covering KYC, feasibility
  checks, documentation, installation scheduling, activation, and customer
  communications.
  
• Improve prospect-to-installation conversion and reduce onboarding
  turnaround times.
  
• Establish monitoring frameworks for onboarding SLAs, activation
  rates, installation turnaround times, and funnel leakages.
  

Gig Workforce
Enablement

• Design and scale platforms for gig partner onboarding, KYC,
  training, certification, activation, and engagement.
  
• Build lead marketplace capabilities, allocation engines,
  productivity tracking, performance scorecards, and payout systems.
  
• Develop gamification, rewards, and engagement programs to improve
  workforce productivity and retention.
  
• Create digital capabilities to support a scalable acquisition
  workforce across geographies.
  
• Establish governance, compliance, fraud prevention, and performance
  management frameworks.
  

AI, Analytics
& Automation

• Drive AI-led initiatives including lead scoring, intelligent lead
  routing, workflow automation, productivity copilots, and reporting
  automation.
  
• Build dashboards and self-service analytics for acquisition, sales
  productivity, conversion, workforce performance, and customer onboarding.
  
• Leverage predictive analytics and GenAI to improve sales
  effectiveness, decision-making, and operational efficiency.
  

Stakeholder
Management

• Partner with Sales, Distribution, Technology, HR, Finance,
  Operations, Customer Experience, and external technology partners.
  
• Own requirements gathering, user stories, UAT, rollout planning,
  training, adoption, and change management.
  
• Act as the business owner for all sales and workforce platform
  initiatives.
  

Experience &
Qualifications

• MBA / PGDM / MMS with 6-12 years of relevant experience.
  
• Experience in Product Management, Business Analysis, Marketplace
  Platforms, Sales Transformation, CRM, SFA, FFA, or Workforce Automation.
  
• Hands-on experience with Salesforce, Zoho, CRM platforms, Incentive
  Management Systems, Workforce Platforms, or Marketplace Products.
  
• Experience working with large distributed sales teams, partner
  ecosystems, agent networks, or gig workforce models.
  
• Experience in Telecom, Broadband, DTH, FMCG, Consumer Internet,
  Fintech, E-commerce, Logistics, Mobility, Marketplace, or Gig Economy
  businesses preferred.
  

Must-Have Gig
Economy Experience

Candidates must
have demonstrated experience building, managing, scaling, or digitizing gig
workforce, marketplace, partner, agent, freelancer, creator, delivery, or
distributed workforce ecosystems.

Experience should
include multiple areas such as:

• Gig workforce onboarding, activation, and lifecycle management
  
• Marketplace or platform-based business models
  
• Lead allocation and demand-supply matching engines
  
• Workforce productivity and performance management
  
• Incentive, commission, rewards, and payout systems
  
• Agent, partner, freelancer, contractor, or creator ecosystems
  
• Workforce engagement, gamification, and retention programs
  
• KYC, compliance, governance, and fraud-control mechanisms
  
• Mobile-first digital products serving large distributed user bases
  
• AI-driven workforce or marketplace optimization
  

Skills

Functional

• Product Management
  
• Business Analysis
  
• Sales Force Automation (SFA)
  
• Field Force Automation (FFA)
  
• CRM & Lead Management
  
• Prospect Funnel Management
  
• Customer Acquisition & Onboarding
  
• Marketplace & Gig Workforce Management
  
• Channel & Distributor Management
  
• Incentive & Payout Automation
  
• Process Re-engineering
  

Technical

• Salesforce / Zoho Ecosystem
  
• Mobile & Workflow Automation Platforms
  
• Data Analytics & Reporting
  
• API & Integration Concepts
  
• Generative AI Applications
  
• JIRA / Confluence / Azure DevOps
  

Success Measures

• Lead-to-Opportunity Conversion Rate
  
• Opportunity-to-Installation Conversion Rate
  
• Customer Activation Rate
  
• Funnel Velocity and Leakage Reduction
  
• Customer Onboarding Turnaround Time
  
• Gig Workforce Activation & Retention
  
• Improved Field and Gig Workforce Productivity
  
• Revenue Contribution from Gig Workforce Channels
  
• Increased Platform Adoption and Engagement
  
• Faster and More Accurate Incentive Payouts
  
• Improved Sales Visibility and Governance
  
• Reduced Manual Processes Through Automation
  
• Measurable Business Impact from AI and Digital Initiatives