Dainik Bhaskar - GM/DGM - Sales HR Head

Role - Sales HR Head (GM / DGM)

Location - Mumbai

Reporting to - Chief Business Office with dotted line to CHRO

Team size - 6 ~ 7 people

Key objective for the role: To support the sales teams in ensuring they are able to fulfill on their AOP numbers consistently.

Responsibilities -

Keeping Teams Full, Recruitment ( Internal & External) : The HR head will ensure we are constantly -

- Having our teams be full, identifying potential candidates from competition, other sources,

- Taking care of freshers hiring - Sales Trainees / management trainees, their training and placement once ready.

- Salary Benchmarking internal and external to ensure market parity, internal parity and cost control

- Keeping the bench ready for the critical positions

- Role Clarification, KPI setting Support etc.

Having teams be effective in their Sales achievement

- Induction training of new joiners (frontliners and team leader) to get them to the level of target achievement in 6 months of joining. This will be done through classroom training, online live training and e-learning. The training will be developed and delivered in house

- Role training of new team leaders to support them in getting their performance up to 90% plus in 3 months of the role.

- Defining a Bhaskar way of selling, including pitches, conversations, approaches in collaboration with the sales leadership such that this can be made into a replicable, trainable process for sales achievement.

- Regular team training to keep up the performance based on new ideas/concepts/ approaches we may roll out from time to time.

- Seasonal Training (for various categories like. Education, Jewellery, Lifestyle etc.)

- Identifying performers and non-performers on an ongoing basis.

- Working with non-performers on a Performance Improvement plan(PIP) and giving required inputs on a weekly basis to get them to an acceptable achievement level.

- Evolving role definitions and SOPs for various roles

- Running Sales contests / competitions of any with a recognition aspect.

Keeping teams engaged -

- Being in constant touch with the sales team

- Ensuring 1on1s by the managers

- Organizing Unit Level/ state level engagement activities / celebrations etc.

Specification -

Qualification - MBA from a good B school

Experience and background -

- Minimum 15 years of experience. Should have handled Sales HR role in a multi-location and matrix organization setup.

- Hand on experience in enhancing Sales Team effectiveness including assessment of people, identifying gaps and interventions to enhance the performance, well exposed to Sales Training

- Should have good experience in Talent Acquisition, and engaging a large team

- Bandwidth to manage a sales workforce of about 1000 employees, based at multiple locations

- Ability to manage senior internal stakeholders in a matrix setup

- Position would involve traveling of about 15 days in a month.

Skills and Capabilities -

- In depth knowledge of running Sales HR function

- Hand on and Execution focused

- Resourceful having Executive Maturity

- High on leadership and team management skills

- Result Oriented

- Good analytical skills with Problem solving and decision making ability

- Out of box thinking, innovative

- High on collaboration, interpersonal skills and emotional intelligence

Age - 38 to 42 years