Head of People – Sales Excellence

This role is for one of our clients
Industry: Staffing and Recruiting

Seniority level: Director level

Min Experience: 12 years

Location: Mumbai

JobType: full-time

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

We are seeking a Head of People – Sales Excellence to act as a strategic HR partner for our sales organization, driving workforce productivity, talent strategy, and employee engagement across branches. This role focuses on enabling high-performing sales teams through data-driven workforce planning, retention strategies, performance management, and leadership development within a BFSI context.

You will work closely with sales leadership to align people initiatives with business goals, embedding best-in-class HR practices across distributed teams while ensuring frontline sales teams are motivated, skilled, and well-supported.

Key Responsibilities
Strategic Sales HR Leadership
Partner with sales leadership to design and implement people strategies that enhance sales effectiveness and drive business outcomes.

Align workforce planning, role design, and deployment with organizational growth plans and branch expansion.

Act as a trusted advisor to sales leaders on talent management, performance, and engagement matters.

Talent Planning & Retention
Ensure timely recruitment and onboarding of sales manpower across branches and regions.

Design and implement retention strategies, including incentive structures, recognition programs, and non-monetary interventions.

Monitor attrition trends and proactively address talent risks through targeted interventions.

Performance Management & Capability Development
Lead the goal-setting, performance review, and appraisal cycles for sales teams, including calibration and reward recommendations.

Identify capability gaps and work with learning & development teams to execute targeted skill-building initiatives.

Support leadership development programs for high-potential sales managers and emerging leaders.

Employee Engagement & Frontline Experience
Conduct regular branch visits to engage with frontline teams, gather insights, and strengthen HR presence.

Implement initiatives that enhance employee satisfaction, engagement, and motivation at all levels.

Track and address employee grievances, fostering a positive and productive work environment.

HR Operations & Team Leadership
Lead a small team of HR professionals supporting sales operations, providing mentorship, guidance, and operational oversight.

Develop dashboards, analytics, and reporting to measure people metrics, performance, and effectiveness.

Partner with corporate HR on strategic initiatives, including group-level projects, process improvements, and compliance adherence.

Experience & Requirements
8–12 years of HR experience with a focus on BFSI sales organizations.

Proven track record as an HR Business Partner or Head of HR supporting distributed, frontline sales teams.

Strong expertise in workforce planning, performance management, retention strategies, and employee engagement.

Data-driven mindset with experience leveraging HR analytics to influence business outcomes.

Excellent stakeholder management skills with the ability to influence senior sales leadership.

Hands-on experience in implementing sales governance frameworks, incentive programs, and talent development initiatives.

Core Skills
Sales HR & HR Business Partnering (HRBP)

Talent & Workforce Planning

Employee Retention & Engagement

Performance Management & Appraisals

Sales Governance & Compliance

Leadership Development & Coaching

HR Analytics & Reporting