Senior Manager - Sales HR

Job Title: HR Business Partner Sales Operations (HR KAM & Franchise)

Department: Human Resources

Location: Mumbai

Role Overview

We are seeking a highly operational and commercially focused HR Business Partner to act as the Key Account Manager (HR KAM) for our Sales division. While our dedicated Talent Acquisition team handles recruitment, this role takes complete ownership of the post-hire employee lifecycle. You will manage all Sales HR operations—ranging from field payroll and complex incentive compensation to grievance handling, performance management, and franchise HR alignment.

Core Responsibilities

1. HR Operations, Payroll & Compensation (Sales Specific)

• Manage end-to-end HR operations for the sales vertical, serving as the single point of contact from onboarding completion to final settlement (Full & Final).
• Oversee attendance, leave management, and travel/expense policy adherence for a distributed field sales team.
• Calculate and process complex sales incentive structures, monthly commissions, and performance bonuses in coordination with the Finance department.
• Develop and maintain dynamic, automated dashboards and trackers to monitor sales HR metrics, payroll inputs, and operational efficiency.
• Ensure 100% statutory compliance and timely payroll execution for all regional sales personnel.

2. Grievance Handling & Employee Relations

• Serve as the primary escalation point for all sales team grievances, ensuring prompt, unbiased, and confidential resolutions.
• Act as a mediator for field-level conflicts, territory disputes, or commission-related discrepancies between sales staff and management.
• Conduct regular field visits and virtual pulse-check meetings to monitor the morale, engagement, and well-being of the sales force.
• Manage disciplinary proceedings, Performance Improvement Plans (PIPs), and behavioral interventions for the sales division.

3. HR Key Account Management (KAM) for Sales

• Act as the strategic HR partner to the Sales Leadership team, translating business objectives into functional HR operational support.
• Drive the performance management cycle (KPI setting, mid-year, and annual appraisals) specifically tailored to sales targets and metrics.
• Analyze attrition data, conduct exit interviews, and implement targeted retention strategies for high-performing sales employees.
• Coordinate seamlessly with the distinct Talent Acquisition team, providing them with clear manpower planning data, business context, and operational readiness for new hires.

4. Franchise & Channel Partner HR Management

• Act as the HR bridge between the core company and external franchise partners, ensuring brand consistency and operational alignment.
• Guide franchise owners on structuring their own internal HR policies, localized compensation models, and baseline compliance.
• Implement standard operating procedures (SOPs) for franchise staff training and onboarding to ensure they meet company service and sales standards.
• Audit franchise HR practices periodically to mitigate risks and ensure healthy channel partner relationships.

Candidate Requirements

• Education: Master’s Degree / MBA in Human Resources or a related field.
• Experience: Proven background in HR Operations, Payroll, and HRBP roles, specifically managing large or distributed sales teams.
• Skills:
  
• Exceptional command of HR operations, payroll processing, and variable compensation/incentive modeling.
• Advanced proficiency in Excel data management, including the ability to maintain complex operational trackers and dynamic dashboards.
• Strong conflict resolution, grievance management, and stakeholder influencing skills.
• Clear understanding of B2B/B2C sales dynamics and franchise/channel partner models.