3. ROLES AND RESPONSIBILITIES: Sales HR strategy and business partnership
Partner with Sales leadership to translate business priorities into people strategies to enable revenue growth, market expansion, and salesforce productivity.
Shape sales workforce strategy through analytics-led insights on structure, coverage, productivity, and channel effectiveness to improve field execution and commercial outcomes.
Drive sales transformation through organization reviews and workforce optimization initiatives to build agility and scalability across evolving business models.
Sales organization design and workforce planning
Design sales organization structures, deployment models, and workforce plans across on-roll and off-roll teams to optimize market coverage, productivity, and cost efficiency.
Lead performance and incentive governance through aligned KPIs, reward frameworks, and structured reviews to drive accountability, motivation, and sustained business performance.
Continuously refine productivity frameworks using market insights and performance analytics to maximize salesforce effectiveness and ROI.
Talent strategy and capability development
Build robust talent pipelines, succession frameworks, and career pathways across frontline and leadership roles to ensure continuity and long-term sales capability.
Drive capability-building and leadership development interventions to strengthen execution excellence and future readiness.
Enhance sales employee experience through simplified people processes, engagement initiatives, and lifecycle governance to improve retention, productivity, and workforce stability.Workforce & experience governance
Govern sales workforce operations, employee relations, and grievance resolution through consistent frameworks and interventions to ensure compliance, stability, and business continuity.
Operational / Execution Excellence
Ensure implementation and governance of HR policies, processes, and compliance requirements across all sales locations and field operations
Collaborate with business leaders to identify capability gaps and support execution of learning and development initiatives for frontline and sales leadership roles.
Drive adherence to labour laws, statutory requirements, and governance standards applicable to field sales operations and contractual workforce management.
Sales HR analytics and insights
Define and implement sales HR analytics frameworks through dashboards covering productivity, attrition, cost, and performance metrics to enable data-driven decision-making
Track sales force effectiveness through structured reporting and governance forums to drive continuous improvement in performance
Enable data-driven workforce governance through integration of analytics into decision processes to enhance business outcomes
Drive adoption of digital tools for sales HR through systems for performance tracking, incentives, and workforce management to enhance efficiency and transparency
Team leadership
Lead and develop the Sales HR team by defining roles, KRAs, and performance expectations to ensure strong business partnering across regions
Build HRBP capability for sales through coaching, training, and exposure to business dynamics to enable effective support to fast-paced operations
Foster a high-performance and agile HR team through leadership and continuous improvement practices to deliver sustained business impact

4. QUALIFICATIONS & EXPERIENCE Minimum qualification MBA/PGDM in Human Resources or equivalent specialization.
Strong understanding of HR operations, payroll, HRIS, and legal compliance across multi-country environments
Excellent analytical, process management, and stakeholder engagement capabilities
Minimum experience 10 -15 years of Sales HR experience, preferably in FMCG.
Experience working with senior leadership and cross-functional teams.
Able to lead 1000+ Sales force
Able to lead team size of 10+
Highly business oriented.

experience

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