The role
Excitel runs a large, high-velocity field sales engine: five geographic circles, a combined field strength of roughly 1,000–1,250 Field Sales Executives, Team Leads and Zonal Sales Managers, and a centralised telesales team handling inbound and digitally sourced leads.

What that engine does not yet have is a single owner for the programs that shape field behaviour how incentives are designed and paid, how targets are set and normalised across unequal geographies, how underperformance is diagnosed and corrected, how contests are run and settled, how sales fraud is detected, and how SOP adherence is measured rather than assumed.

You will own that layer end to end. This is a builder’s role, not a reporting role. You will design the mechanisms by which 1,000+ people decide what to do each morning, and you will be accountable for whether those mechanisms produced more sales per rupee spent.

Key Responsibilities
Incentives, targets and payouts. Design, model, launch and evaluate all field and telesales incentive schemes. Own the payout governance calendar cut-offs,



validation gates, dispute SLA, auditable trail. Set and normalise targets across circles and zones so they are defensible rather than negotiated. Control cost-of-incentive per net add.

Performance management programs. Own ramp expectations for current joiners, minimum performance standards, PIPs, and the escalation path from TL to ZSM to Circle Head. Build the first-90-day ramp program with HR and L&D;, including early-warning triggers. Design and settle sales contests, measuring incremental lift against a control rather than gross participation.

Governance. Build the sales fraud and leakage detection program ghost sales, incentive gaming, offer misuse, mis-selling, KYC irregularities. Move from reactive complaint-handling to scheduled surveillance with defined thresholds. Define and score SOP compliance across the sales lifecycle, and run audits across all five circles.

Sales tools. Act as business o

📌 Head of Sales Operations (Gurugram)
🏢 Excitel Broadband
📍 Gurugram