Lead - Inside Sales Direct

Tata Teleservices · Navi Mumbai

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Company: Tata Teleservices Limited (Tata Tele Business Services – TTBS)
Department: DGIS – Inside Sales / Telesales
Function: Business-to-Business (B2B) Sales
Designation: Execution Lead / Zonal Head – Inside Sales
Reporting To: National Head – Inside Sales / Head of Sales

Role Purpose

To lead and drive the zonal inside sales function for Tata Tele Business Services, ensuring revenue growth, customer acquisition, lead conversion, and sales productivity across the assigned zone. The role involves managing inside sales teams, Contact center, driving business for enterprise connectivity and digital solutions, improving sales funnel efficiency, marketing, and customer service teams to achieve business objectives.

Key Responsibilities

1. Revenue Growth and Business Development

• Own and deliver revenue, Order booking, and customer acquisition targets through the inside sales channel.
• Drive new customer acquisition, cross-selling, and up-selling of enterprise telecom and digital solutions.
• Develop and execute sales strategies aligned with organizational business plans.
• Identify opportunities across SMEs, mid-market enterprises, and other assigned B2B customer segments.
• Ensure achievement of monthly, quarterly, and annual sales targets.

2. Inside Sales Team Leadership

• Lead, coach, and manage a team of contact centre, inside sales managers, team leaders, and telesales executives.
• Establish individual and team-level KPIs covering calls, lead qualification, meetings, conversions, revenue, and productivity.
• Conduct regular performance reviews, pipeline reviews, and coaching sessions.
• Build a high-performance, target-driven culture focused on customer engagement and sales excellence.
• Drive recruitment, onboarding, training, and retention of sales talent.

3. Lead Management and Sales Conversion

• Manage the complete inside sales funnel, from lead generation and qualification to closure and handover.
• Improve lead-to-opportunity and opportunity-to-order conversion rates.
• Ensure effective lead allocation, follow-up discipline, and closure timelines.
• Leverage GTM / CRM tools and sales analytics to monitor pipeline health, conversion ratios, and sales productivity.
• Work closely with Input / Lead generation teams (Digital, Prospect and Nurture)  

4. Product and Solution Sales

• Drive inside sales for relevant Tata Tele Business Services offerings, including:
  • Core connectivity
  • Internet leased lines and enterprise connectivity
  • Voice and Converged communication solutions
  • Cloud telephony and unified communications
  • Managed network, cybersecurity, and other digital solutions, as applicable to the portfolio
• Ensure the team understands product features, pricing, customer value propositions, and competitive positioning.
• Promote solution-led selling based on customer business requirements.

5. Performance Management and Analytics

• Monitor daily, weekly, and monthly sales performance against targets.
• Track KPIs such as call productivity, contact ability, qualified leads, conversion rates, average deal value, revenue, and sales cycle.
• Prepare performance dashboards and business review presentations.
• Identify performance gaps and implement corrective action plans.
• Use data-driven insights to improve campaign effectiveness and team productivity.

6. Stakeholder Management

• Collaborate with marketing, product, commercial, and customer service teams.
• Coordinate with Lead Gen partners and other sales channels where required.
• Ensure timely resolution of pricing, feasibility, documentation, and order-processing issues.
• Maintain strong customer engagement and ensure a positive sales experience.

7. Process, Governance and Compliance

• Ensure adherence to company sales processes, CRM discipline, and reporting requirements.
• Maintain accurate forecasts and reliable sales pipeline information.
• Ensure compliance with applicable telecom regulations, customer consent requirements, and internal policies.
• Monitor quality standards for customer interactions and sales commitments.

Key Performance Indicators (KPIs)

• Achievement of OB, RT and Install targets
• New customer acquisition and activation
• Lead-to-opportunity and opportunity-to-order conversion
• Inside sales productivity and revenue per employee
• Sales pipeline coverage and forecast accuracy
• Cross-selling and up-selling performance
• Cost per acquisition and channel productivity
• Team performance, attrition, and employee engagement
• Customer experience and quality compliance

Educational Qualifications

• Bachelor's degree in Business Administration, Marketing, Commerce, or a related discipline.
• MBA in Sales and Marketing preferred.

Experience

• Typically 10–15 years of experience in B2B sales, inside sales, telesales, or business development.
• At least 3–5 years of experience in leading large inside sales teams or a multi-location sales operation.
• Experience in telecom, enterprise connectivity, IT/ITES, cloud communications, SaaS, or related B2B technology services preferred.

Key Skills and Competencies

• Inside sales strategy and execution
• B2B sales and enterprise customer acquisition
• Team leadership, coaching, and performance management
• Contact centre management
• Sales funnel and pipeline management
• CRM and sales analytics
• Revenue forecasting and business planning
• Negotiation and stakeholder management
• Customer-centric and solution-oriented selling
• Strong communication, presentation, and analytical skills

Desired Candidate Profile

A commercially driven sales leader with a proven track record of delivering B2B revenue through inside sales channels. The candidate should be adept at managing large teams, improving conversion rates, building a predictable sales pipeline, and working cross-functionally to deliver business outcomes in a competitive telecom or technology services environment.

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