Associate Territory Manager :SJE

Job Title

Associate Territory Manager

Function

Commercial

Reports To

Branch Manager/Senior Branch Manager

Location

Connaught Place - New Delhi Travel Required

25%50%þ75%

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 busi