Cluster Lead

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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.