Senior Manager - Sales HR

Job Title: Senior Manager HRBP (Sales)

Business Unit: Sales (KAM & Franchise)

Location: Mumbai, Maharashtra

Employment Type: Full-Time

About the Role

We are seeking an experienced and highly strategic Senior Manager - Human Resources Business Partner (HRBP) to lead the HR charter for our Key Account Management (KAM) and Franchise Sales divisions. Based in Mumbai, this leadership role acts as a critical consultant and partner to our regional sales directors and functional leaders.

The ideal candidate will possess a deep understanding of sales dynamics, complex incentive structures, and organizational design. You will drive talent strategy, lead change management, and architect performance cultures that directly accelerate our market expansion and revenue growth.

Key Responsibilities

Strategic Business Partnering & Organizational Design:

• Act as a core member of the Sales Leadership team, translating overall business objectives into a comprehensive, forward-looking HR strategy for the KAM and Franchise divisions.
• Lead organizational design initiatives, including the restructuring of sales territories, reporting hierarchies, and franchise support teams to ensure scalability.
• Utilize advanced HR analytics (attrition forecasting, productivity metrics, cost-of-hire) to diagnose organizational health and provide predictive insights to sales leadership.

Talent Strategy & Leadership Development:

• Partner with Talent Acquisition leadership to architect hiring strategies for niche, top-tier sales talent (e.g., enterprise KAMs and senior franchise developers).
• Lead the succession planning and talent mapping processes for the sales division, ensuring a robust pipeline for critical leadership roles.
• Coach, mentor, and advise senior sales leaders on effective team management, leadership development, and fostering a high-performance culture.

Performance Management & Total Rewards Strategy:

• Oversee the performance appraisal lifecycle, acting as a calibration leader to ensure performance ratings are objective, fair, and aligned with business outcomes.
• Collaborate with Total Rewards to design, evaluate, and overhaul complex Sales Incentive Plans (SIP) and variable pay structures that drive desired behaviors and maximize ROI.
• Guide sales management in executing strategic interventions for team optimization, including high-performer retention strategies and structured performance improvement protocols.

Employee Relations, Culture & Compliance:

• Serve as the final point of escalation for complex employee relations matters, grievances, and disciplinary actions within the sales organization, mitigating legal and compliance risks.
• Design and champion regional engagement initiatives that motivate a highly distributed and target-driven workforce.
• Ensure all localized HR practices align strictly with corporate policies and Indian labor laws.

Qualifications & Requirements

• Education: Master’s degree or MBA in Human Resources, Organizational Psychology, or a related field from a premier institute.
• Experience: 10–15 years of core HR experience, with a mandatory 5+ years operating at a strategic HRBP or HR Leadership level supporting a large-scale, aggressive Sales organization (FMCG, Retail, Telecom, or B2B sectors preferred).
• Domain Expertise: Advanced understanding of sales incentive design, territory planning, organizational restructuring, and the behavioral competencies required for enterprise sales and franchise management.
• Skills: Exceptional executive presence, stakeholder influence, conflict resolution, and data-driven analytical capability.
• Labor Laws: Strong command of Indian statutory compliance and labor regulations.
• Mobility: Based in Mumbai, with the flexibility to travel across the region to engage with distributed sales teams and key franchise partners.