Lead Sales Platforms

Role Purpose: Own the vision, roadmap, and delivery of Tata Play Fibers 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.

Gig economy and marketplace platform experience is a critical requirement for this role, as Tata Play Fiber builds its next-generation acquisition and workforce ecosystem powered by employees, partners, and gig sales associates.

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, conservation, 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