Employment Information
Job Description
The HR Business Partner – Sales will act as a strategic partner to the Sales Leadership team, driving people strategies that support revenue growth, market expansion, and sales capability development. The role will focus on talent acquisition, performance management, sales capability building, productivity enhancement, and retention of high-performing sales talent.
Key Responsibilities
- Partner with the Sales Director and the Regional Managers to align HR initiatives with sales growth objectives
- Support manpower planning aligned with territory expansion and distributor growth
- Drive sales productivity and performance improvement initiatives
- Support organizational restructuring, territory optimization, and sales force effectiveness programs
- Provide HR insights to support sales strategy execution
- Lead recruitment of sales roles including: Territory Sales Officers, Area Sales Managers, Key Account Managers, Technical Sales Executives
- Ensure timely hiring aligned with market expansion plans
- Develop strong external talent pipelines within paints/building materials industry
- Manage onboarding programs to accelerate sales readiness
- Drive performance management framework for sales teams
- Ensure alignment of KPIs with: Sales volume, Revenue targets, Market coverage, Dealer productivity
- Support Sales Managers in performance reviews
- Manage Performance Improvement Plans (PIPs) for underperformers
- Enable merit-based reward culture
- Identify capability gaps within sales teams
- Drive structured sales capability programs such as: Territory management, Dealer relationship management, Product and technical knowledge, Negotiation and selling skills
- Support leadership development for high-potential sales employees
- Implement induction programs for new sales hires
- Support the design and rollout of sales incentive schemes
- Ensure timely and accurate sales incentive payouts
- Monitor incentive effectiveness and ROI
- Partner with Finance and Sales to align incentives with business priorities
- Drive engagement initiatives for field-based workforce
- Conduct stay interviews for key sales talent
- Analyze attrition trends and develop retention strategies
- Strengthen communication channels between field teams and leadership
- Support employee wellness and motivation program
- Oversee onboarding, confirmations, promotions, transfers, and exits
- Maintain HR records for sales employees
- Ensure compliance with HR policies across regions
- Support mobility and relocation requirements
- Track and analyze sales workforce metrics, including: Attrition rate, Vacancy rate, Time-to-fill, Sales productivity ratios
- Provide dashboards and HR analytics to Sales Leadership
- Identify workforce trends impacting sales performance
- Promote a performance-driven culture within sales teams
- Drive company values and ethical sales practices
- Support leadership alignment across regions
- Build an accountability and ownership culture across sales teams
Professional Skills & Requirements
- MBA / PGDM in Human Resources
- 8–12 years of HR experience
- Minimum 4–6 years supporting Sales or Commercial functions
- Experience in paints, FMCG, building materials, or distribution-driven industries preferred
- Strong understanding of sales structures and field workforce management
- Strong stakeholder management (Sales Leadership)
- Understanding of sales operations and market dynamics
- Workforce analytics and performance management
- Talent acquisition for high-volume sales roles
- Incentive and reward system understanding
- Commercial mindset
- High responsiveness and agility
- Strong influencing ability
- Data-driven decision-making (Excellent skills in MS Excel is mandatory)
- Strong communication and coaching skills
- Willingness to travel across regions to support field teams
- Ability to work with a geographically dispersed sales workforce
- Familiarity with HRMS and sales performance tracking systems
