Associate Territory Manager - HDR

Career Function:

Commercial

Career Framework Level:

Junior Management

Job Family/Sub Family:

Sales

Mercer Job Code:

Career Stream/Career Level:

Middle Management

Role Code:

Location:

Region

RCS Grade:

N

Reporting To:

Branch Manager/Senior Branch Manager

Travel Required:

25% 50% 75%

Version History

Job Title

Senior Business Development Executive/Associate Territory Manager

Function

Commercial

Reports To

Branch Manager/Senior Branch Manager

Location

Region

Travel Required

25% 50% 75%

About DHL Blue Dart Express India:

Blue Dart Express Limited, a listed company, is a leader in courier, integrated air express package distribution, and eCommerce in South Asia, offering a wide range of logistics solutions. Founded in 1983, it is recognised for reliable, time-bound, and secure delivery services across 55,000+ locations in India as well as internationally. Its competencies span across evaluation and contracting, planning and transition, delivery and execution, and specific service capabilities. We pride ourselves on innovation, digitalization, service excellence, and creating long-term partnerships with our clients, enabling businesses to thrive in the fast-paced logistics environment and ever-evolving supply-chains. It wholly-owns India s only scheduled air cargo airline, Blue Dart Aviation Limited, since May 1994, and the Concorde Air Logistics Limited, a transport, storage, and communications business, since May 2004.

Blue Dart Express Limited is a part of the DHL Group's DHL eCommerce division, leveraging this global logistics leader s network across 220 countries and territories to provide comprehensive express and logistics solutions to our clients. Our robust network and unmatched infrastructure have positioned the Blue Dart brand as a key India-grown logistics player with an unmatched and phenomenal global outreach rooted in the DHL brand of its majority shareholder.

We are proud to be consistently ranked among India s Top 100 Great Places to Work, combining it with DHL Group s Top Employer certification. Being an Employer of Choice is not just a goal; it s a fundamental part of who we are, committed to creating a workplace where people are valued, empowered, and wear the sobriquet Blue Darter with honour.

If you are looking to join a purpose-led, people-first, company that shapes India s supply-chains with integrity and safety, Blue Dart is where you belong. Blue Dart offers competitive compensation and comprehensive benefits, access to cross-functional, succession planning and global career paths, and strong culture of recognition.

Position Overview:

The Senior Business Development Executive/Associate Territory Manager is responsible for driving revenue growth within the assigned Area by effectively managing the sales process for all products, including Domestic Priority (DP), International, Retail, Cargo, and E-Retail. The role will also focus on revenue enhancement through channel partners such as Regional Service Providers (RSPs), Consolidators, Franchise Collection Centres (FCCs), and One-Stop Centres (OSCs). The incumbent will play a crucial role in customer acquisition, relationship management, and adherence to company sales policies.

Job Purpose:

This role will focus on managing the end-to-end sales cycle, ensuring customer satisfaction, and driving sustained business development. It requires a highly motivated and target-driven individual with a strong understanding of the logistics and courier industry.

Key Roles & Responsibilities:

Sales & Revenue Growth

Monitor and drive Area revenue performance to achieve targeted sales growth and profitability.

Evaluate the profitability of key accounts and take corrective measures to achieve profit targets.

Track product-wise yields regularly and develop action plans to meet set targets.

Manage the end-to-end sales process for the Area, ensuring revenue growth for all products.

Channel Partner & Customer Management

Develop and maintain strong relationships with existing customers, ensuring revenue retention.

Identify and drive new business opportunities through channel partners.

Monitor and enhance channel partner performance in terms of revenue, sales, and profitability.

Support sales capability-building initiatives for sales teams and channel partners.

Sales Operations & Compliance

Ensure adherence to Standard Operating Procedures (SOPs) among sales teams and channel partners.

Implement sales and marketing strategies to enhance market share and profitability.

Follow up and ensure closure of product-specific sales leads received from telemarketing or other departments.

Negotiate rates and service offerings with customers within set approval limits.

Maintain and update prospect details in the Saffire system on a daily basis.

Address and resolve customer service issues in coordination with internal and external stakeholders.

Provide insights to the Branch Sales Head regarding modifications to existing product offerings to enhance revenue and profitability.

Collection & Remittance

Ensure achievement of collection targets within the set remittance cycle and Days Sales Outstanding (DSO) benchmarks.

People Management

Guide and support the sales team to ensure high performance and goal alignment.

Ensure optimal staffing levels within the Area sales team.

Qualifications & Experience:

Education:

Essential: Graduate degree in Business Administration, Sales, Marketing, or a related field.

Preferred: An MBA or Postgraduate degree in Sales & Marketing.

Experience:

1-3 years of experience in sales, business development, or key account management in the logistics, courier, supply chain, or e-commerce industry.

Experience in B2B sales, managing channel partners, and driving revenue growth is an added advantage.

Skills & Capabilities:

Technical Skills:

Strong understanding of sales processes, revenue management, and market expansion strategies.

Experience in logistics, courier services, or supply chain management.

Proficiency in using sales tracking tools like Saffire and Avature.

Knowledge of data analytics and business intelligence tools for tracking sales trends and performance.

Key Competencies:

Result-Oriented: Strong drive to achieve sales targets and revenue growth.

Customer-Centric: Ability to develop and maintain strong customer relationships.

Analytical Thinking: Proactive approach to market analysis and business development.

Negotiation & Influence: Strong persuasion skills to drive sales and revenue enhancement.

Key Performance Indicators:

KRAs

KPIs

Growth in Area Revenues

% achievement of product-wise and channel-wise revenue targets

Achievement of yield targets (Yield per piece) for all products

Drive Market Growth

% increase in revenues from key industry segments (e.g., Automotive, Life Sciences, etc.) and key accounts

Enhance Revenues via Channel Partners

Revenue targets achieved through RSPs and other channel partners

Ensure Timely Collections

Achievement of Logic Remittance targets

Reduction in outstanding receivables (e.g., 60-day, 90-day, 150-day buckets)

Drive Sales Capability, Productivity, and Process Adherence

Achievement of Sales KPIs and compliance with SOPs

New Product Development

Successful implementation of new products in the Area

Foster a Performance-Driven Culture

Timely adherence to Performance Management System guidelines

Drive Employee Morale and Engagement

Employee retention and engagement metrics

Why join DHL Blue Dart?

When you join us, you re not just taking a job you re becoming part of a purpose-led movement that s reshaping the future of logistics across India and the world. At Blue Dart, we don t just deliver parcels we deliver excellence, innovation, and opportunity every day.

Here s what makes us stand out:

• Great Place to Work Certified a testament to our people-first culture, inclusive environment, and commitment to your growth and well-being.
• Competitive pay and performance-linked rewards that truly recognize your impact.
• Structured learning, global exposure, and on-the-job coaching to help you grow faster than ever.
• Best-in-class benefits from comprehensive medical cover (including optional parental care) to financial wellness and generous time off.
• A culture that celebrates diversity, innovation, and bold thinking where your voice is heard and your contributions matter.
• Global career paths across the DHL Group, opening doors to opportunities in 220+ countries and territories.
• The pride of working with India s most awarded logistics brand, trusted by millions and driven by purpose.This is your chance to do meaningful work, build a career without borders, and thrive in a company that s not just a logistics leader but a Great Place to Work. Come grow with us.

Disclaimer:
At Blue Dart Express Limited, all recruitment is conducted through a fair, transparent, and merit-based process aligned with our commitments to Human Rights and Diversity, Equity, Inclusion & Belonging (DEIB).

Blue Dart does not request or accept any fees, deposits, or payments from candidates at any stage of the recruitment or onboarding process. Any such request is fraudulent and unauthorized.

Blue Dart shall not be responsible for any loss arising from such fraudulent activity. For verification, candidates may write to [email protected].